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Digital Strategy Blog

What's buzzing at the HIVE

Break Out of The Stone Age: Why Your Company Needs a CRM

The way in which we conduct business is changing on an almost daily basis. Business isn't closed by dropping off some bagels and business cards anymore. Keeping track of your clients in a spreadsheet is so archaic, the last time I did that, I fell off my dinosaur. But seriously, every single prospect, every lead, and every customer has a variety of needs.

Now if you work for a large-enterprise organization, you're most likely using a CRM and understand the value it brings to your business.

If you don't see the value, then there's a good chance you're using the wrong CRM.

If you work at a start-up, small, or mid size business, there's a possibility you aren't using a CRM, and that in itself may be the biggest hindrance for your company's growth.

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Selling Salt to a Slug is a Bad Strategy - Enter Buyer Personas

If you're in sales, you've likely had a slow period before. A tough month, a brutal quarter, or just an absolutely abysmal year. When I reflect back on my own personal career in sales, I've hit multiple slow times, where I feel like I'm grinding, I'm hitting the phones, I'm prospecting harder than ever, and still not seeing the results I need. Now you feel trapped, right? A bad week turns to two, quickly that bad month hits you and before you know it the end of the quarter is here and you're nowhere close to quota. You sit down with your sales manager, go through the data and it appears you're doing all the right things - you're making all the calls, and sending great emails. Sales is just a numbers game, so keep your head high, hit those phones and let's pray the next quarter is better.

WRONG.

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Embrace Your Face - How To Stand Out In Sales By Using Video Email


Have you noticed that old school conference calls seem to be a thing of the past, and the video conferences have completely revolutionized the business world?  That's because people like to see other people, they like to see engagement, body language is telling, so the videos help them connect.  Now I know what you're thinking, "Wow Michael, what groundbreaking information that we were already aware of", but let me ask you...why haven't you implemented video into your outbound sales strategy then?

Video emails are the newest sales trend, so to get started I've come up with three points to help guide you in making your first video outreach emails.

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Lead Scoring 101: How to Prioritize Leads In Your Pipeline

Sales-driven organizations gather leads in a lot of different ways. One organization may focus on pay-per-click advertising and building an exciting e-newsletter, while another thrives on personal referrals and gathering potential customer information at special events.

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Inbound Sales: The LIONS Approach

We have now been a HubSpot Partner Agency for about eighteen months, and it's been one heck of a whirlwind. When we started with HubSpot, we really didn't think that inbound was as intensive of an undertaking as it would prove to be. See, we were already performing and executing on all kinds of inbound marketing tactics - website design, search engine optimization, blogging, social media, email marketing, and even landing pages and analytics. So, this inbound thing was just a nice way of wrapping it all up together, right? Eh...not exactly.

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