For the last eight weeks, I’ve had the pleasure of participating in Hubspot’s highly regarded Agency Pipeline Generation Bootcamp. In a nutshell, this virtual course is for Hubspot Agency Partners who are dedicated to generating more opportunities and growing their agencies.
The course is led by senior sales aficionado Dan Tyre, who has been selling for over 30 years. Dan’s effervescent approach to inbound marketing, sales, and lead generation made each class worthwhile. Since it would be nearly impossible to pack eight week’s worth of knowledge into a single blog post, here are the top five things I’ve learned from Hubspot’s PGB.
1. Video prospecting is on the rise!
Lights, camera, action! If you aren’t using videos to prospect, you’re falling behind. Videos are a perfect way to interact with your ideal customers – they’re engaging, increase click-through-rates, and increase conversion rates, too. In fact, marketers who use video grow their revenue 49% faster than marketers who don’t use video. Insider tip – send over a custom GIF with the video link (see below). Your prospect won’t be disappointed.
2. Always be helping.
In old school sales, pushy salesmen & women preached “Always Be Closing”. That tactic might’ve worked in the 80s and 90s, but seller-centric selling doesn’t work anymore. Helping your prospects is not only the right thing to do but saves you both time, money, and resources. Whether you send out free e-books, blog posts, or training programs – helping is key.
3. Focus on attracting prospects who fit your business.
With rapidly changing technology and new businesses on the rise, many markets are experiencing increasing levels of competition and saturation. In order to remain competitive, hone in on your ideal customer and prospect within that space. Pick two to five industries you thrive in and specialize in those verticals. Being stellar at a few things is much better than being average at all things, right?
4. Picking up the phone isn’t that bad.
While cold calling may be seen as a more traditional sales technique, it’s not completely useless. Warm calling, however, is substantially more effective. Before completing a warm call, find a way to contact the prospect via email, LinkedIn, or an acquaintance. If you’re genuine, authentic, and helpful in your conversations, your prospects will be interested in talking to you.
5. Prospecting is key!
Prospecting is one of the most difficult parts of the sales process for most salespeople. Studies show that 37% of salespeople report that they struggle with prospecting. Developing a solid prospecting strategy ensures you’re generating a steady stream of leads each month, which sets you and your company up for success.
Thanks to Dan and all of the knowledgable people at Hubspot, I’ve been able to learn an abundance in regards to pipeline generation, growth strategies, and so much more. If you have the chance to participate in the next Pipeline Generation Bootcamp – do it!
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