The Whole Brain Group Sales & Marketing, Sales Enablement

How To Be Successful As a Seller-Doer Without Sacrificing Billable Hours

For architecture, engineering, and construction firms, winning business is key. But getting the meeting with the right person and cultivating that relationship over twelve, eighteen, or even THIRTY-SIX months until the request for proposal (or RFP) for the project is released can be nerve wracking and a huge expense of time. According to SMPS’s recent survey titled “Sell. Do. Win Business.,” …

The Whole Brain Group Sales & Marketing, Sales Enablement

Our Favorite HubSpot Tools: The Meetings Tool

 Are you spending too much time trying to schedule meetings with your contact due to the back-and-forth nature of emails? Good news: scheduling meetings by communicating through a long email thread is now a thing of the past. It’s time to free up more space in your workday for focusing on the needs of your contact instead of administrivia like …

The Whole Brain Group Sales & Marketing, Sales Enablement

Sales Enablement Article Roundup: Best of the Best

Sales enablement has become a hot topic in inbound marketing and sales. Companies everywhere are realizing how critical it is to align sales and marketing teams to create a culture that catapults your effectiveness at generating qualified leads and converting customers for greater-than-ever revenue. But sales and marketing teamwork is nothing new for inbound marketers that have their sh*t together. …

The Whole Brain Group Sales & Marketing, Sales Enablement

4 Ways Inbound Sales Outperforms Legacy Sales Every Day

The way buyers make decisions to purchase products and services has changed dramatically in the past few years—people are more educated than ever, and they’re typically turned off by traditional sales tactics. The role of the salesperson has been transformed from product information gatekeeper to educator and advisor. Most people have answered all of their basic questions by doing their …

The Whole Brain Group Sales & Marketing, Sales Enablement

Why Most Salespeople Solve the Wrong Problem

I met with a small business owner a couple months ago to talk about her company and her plans for growth. She shared some challenges that they’ve been working on—especially a sales cycle that takes too long, and the constant pressure to reduce price and terms to close deals. Pretty common stuff for any company trying to gain more business. …

The Whole Brain Group Sales & Marketing, Sales Enablement

Why You Need Sales Enablement Now

The world of sales has changed and buyers are more educated. Yet salespeople haven’t caught up with the times. Sales reps are spending 59% of their time on non-sales activities. Their time is wasted on researching, sourcing leads, and administrative tasks. However, if you ask a salesperson what they want, they’ll ask for more time and more money.

The Whole Brain Group Sales & Marketing, Sales Enablement

The 2 Tools You Need for a Streamlined Sales Process

The Frankenstein monster isn’t fiction. It’s living in your sales department. Every day, sales managers struggle to find tools that help personalize the customer’s buying experience—cobbling together 5 or 6 tools like a mad scientist. But the monster turns on you, because now you have to manage multiple logins to systems that don’t talk to each other, and you’re losing …

The Whole Brain Group Inbound Marketing, Sales Enablement, Social Media

[Infographic] Nurturing the Sales Funnel Using Social Media

If you’re struggling to figure out how to use social media to support your sales process, take a look at this great infographic from the folks at TollFreeForwarding.com. You’ll learn how social media can be used to pull customers through each stage of the funnel, from Awareness to Sale and on to Advocacy.  Take a look at their infographic for creative ways …