INBOUND ACCELERATOR

A blog dedicated to advancing inbound marketing and PR

     

Are Your Sales & Marketing Departments Communicating?

October 29,2019 | BY: Kristin Jones

How often does your marketing department share information with sales? What about the flow of information the other direction, from sales to marketing?

Let’s face it — not everyone works in companies where the two departments work well together. In fact, according to HubSpot’s State of Inbound Report, as many as 1 in 3 marketers and sales professionals say their two departments are not well aligned. And that hurts results for everyone.

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Topics: Collaboration, Closed-Loop Marketing, Sales-Marketing Alignment

5 Ways Lead Qualification Can Improve Sales Conversion Rates

September 05,2019 | BY: Kristin Jones

In most B2B marketing, the road from first contact to a sale is a long one. It takes time for a prospect to develop trust, and many B2B purchase decision makers begin researching options long before they will be choosing a solution. So why would you want to send every contact immediately to the sales department?

You wouldn’t. And hopefully you aren’t. Hopefully, you are implementing lead nurturing to deepen a connection with leads through automated emails and watching for triggers that indicate a lead is moving down the sales funnel.

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Topics: Collaboration, Personas, Lead Qualification

Avoid The Headaches of Misalignment (Between Marketing & Sales)

August 13,2019 | BY: Kristin Jones

Whether it’s your car’s wheels, your spine, or your company’s marketing and sales departments, when things are out of alignment, it causes problems. But when everything is aligned, everything works more effectively and efficiently, without the headaches and hassles.

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Topics: Collaboration, Strategy, Management

5 Ways Sales Can Use Marketing Content (& 5 Ways Sales Can Help Marketing Create Better Content)

October 09,2018 | BY: Kristin Jones

At first glance, the primary purpose of marketing content (or content marketing) is to attract website visitors and convert them into leads. That is why companies are dedicating more and more time and resources from the marketing budget into writing blog posts, creating videos, or developing downloadable materials such as case studies and templates that are designed to bring prospects to their websites.

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Topics: Collaboration, Content, Sales

Rate Your Marketing-Sales Relationship (quiz)

October 04,2018 | BY: Kristin Jones

How well do your marketing and sales teams work together to achieve joint corporate goals?

I know, that can be a loaded question. The good news is that two-thirds of the marketing and sales professionals and company executives who responded to HubSpot’s 2017 State of Inbound survey said their departments were either tightly aligned (which a service level agreement in place) or generally aligned.

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Topics: Collaboration, Sales

5 Criteria For Qualifying B2B Leads

September 25,2018 | BY: Kristin Jones

Closing B2B sales can require a large investment of resources — time and money. If your business wants to get the most return on that investment, it doesn’t make sense to ignore the ways marketing can set sales up for success.

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Topics: Collaboration, Lead Qualification

Quick Tip: It's Time to Make Marketing and Sales Alignment a Priority

November 20,2017 | BY: Kristin Jones

The importance of having marketing and sales on the same page was spelled out again (I’ve talked about marketing and sales alignment in the past) in the 2017 version of HubSpot’s State of Inbound Report.

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Topics: Collaboration, Statistics, Service Level Agreements

“There’s More to Marketing Automation Success Than the Software"

June 07,2017 | BY: Kristin Jones

For all of the potential marketing automation, such as the complete HubSpot suite of content, lead, and customer management offerings, has to simplify and amplify marketing efforts, these solutions can only be effective when supported by sufficient staffing resources.

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Topics: Collaboration, Inbound Marketing

Digital Marketing’s Biggest Stumbling Block: Integration

January 13,2017 | BY: Kristin Jones

With the astronomical rise in digital media—and the digital marketing that followed—there has been a mass rush to implement some kind of digital marketing by companies of all sizes.

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Topics: Collaboration, Social Media

Put Dollar Values on Your Marketing-Sales Service Level Agreements

November 17,2016 | BY: Kristin Jones

 

Marketing and sales are on the same team, and ultimately share the same goals, but sometimes in the push for accountability and proven ROI, rather than working together fingers are pointed and blame shifted when goals aren’t reached.

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Topics: Collaboration, Sales

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Keeping up with Kristin

KristinBW4.30.15I enjoy traveling the globe to meet with clients, educate companies about all things PR and Inbound Marketing, and speak at industry events.  Meet up with me when I’m in your city.  Where will I be next?  Meet Kristin

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