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Getting started with RevOps
If you’re an early-stage company and you’ve found product/market fit, scaling up is probably on your horizon. But what is the best way to scale a growing business? The answer isn’t only to hire more people so that you can acquire and service more customers – it is also to introduce RevOps processes early on and make what’s already working run even smoother. I’ve already written in more detail about what RevOps is and why it matters to your business. In short RevOps is a way of looking at the whole customer lifecycle – from marketing and the sales process through to onboarding and customer support – and making incremental operational improvements, wherever they’re needed.
State of CRM Data Reporting - why and how to set this up
In this blog I’m going to share with you some best practices to improve the quality of your CRM data. I’m also going to show you how to build some very useful “State of CRM Data” reports that can help your teams improve and maintain the quality of one of your company’s most valuable assets, your CRM. I should also mention that this post is really geared towards B2B companies.
RevOps: what it is and why it matters to your business
In a recent blog post I talked about evolving my consulting services from being a fractional CMO towards specialising in CRM implementation.
How to implement Hubspot's Lifecycle properties correctly
You might have seen a customer lifecycle described as a funnel, a gradually narrowing path from “I’ve heard of that brand” to “Sign me up”.
Why I no longer want to be your fractional CMO
It's been 5 years since I left the relative comfort of full time employment to set up shop as an independent B2B marketing consultant and what an interesting and rewarding journey it has been! It is fair to say that I’ve never been happier in my career.
Jobs-to-Be-Done: Using Jobs Theory to Boost B2B Sales Enablement
As the old saying goes, customers aren’t buying a drill, they’re buying a hole in the wall. Or, even better, they’re buying the ability to hang a family portrait.
HubSpot and LinkedIn is a match made in B2B heaven
LinkedIn is not just for recruitment or snooping on colleagues. Top-performing sales and marketing teams love LinkedIn for lead generation, social selling & direct outreach to prospects, expanding a contact network, increasing brand awareness by sharing and amplifying company news/content/products & services, and let’s not forget highly-targeted paid advertising.
Sales enablement: setting goals and accountability
Something really magic happens when Sales and Marketing work well together. When one department feeds the other with inspiration, insight, tools and resources, the results can be ground-breaking.
How to implement video in B2B sales outreach
In a world of automated LinkedIn connect requests, canned follow-up messages and templated email sequences, you’d be forgiven for thinking that B2B sales outreach had got a little… robotic.
Why HubSpot is not as expensive as you may think
(and why it could just be the most cost-effective investment your business makes) When it comes to building a modern b2b business primed for growth, it’s all about how much effort you put into building a marketing tech stack that provides a scalable infrastructure.