"THE GROWTH BLOG" - A RESOURCE FOR B2B LEADERS, MARKETERS, SALES & SERVICE PROFESSIONALS

The Top 10 Benefits of Investing in (HubSpot's) CRM

Topics: HubSpot crm customer lifecycle

Make your growth strategy human

Authentic relationships and buyer trust are at an all time low. The Pandemic forced us apart, we resorted to digital tactics to stay connected to each other, to our loved ones, to our colleagues - and of course to our leads and prospects. And in the process we have burnt them. Now it's time to reconnect. 

Digital fatigue has never been higher. Sales email open rates have never been lower. Google has never seen so many searches not result in a click through. It's time to rebalance the books in favour of re establishing a genuine human centric connection, to treat your leads prospects and customers as humans not data points.

Topics: inbound marketing HubSpot Thought Leadership Marketing crm customer lifecycle

Overcoming digital fatigue and reconnecting  with customers

The Pandemic for the most part is over, but there is no going back to "normal." Many elements of our lives have changed for ever. Some for the better, some for the worse. For example, how we form and maintain relationships with individuals and our communities of staff, partners and customers has fallen victim of The Pandemic. Digital communications and communities do not adequately replace thousands of years of human behaviour. It maybe efficient but it is not effective.  It degrades our experiences, erodes trust, corrodes authenticity. According to HubSpot, sales email open rates are collapsing, down 40% and 65% of Google searches result in no click. Social channels are clogged with unwatchable, meaningless detritus. It should be entirely unsurprising that digital fatigue is everywhere. 

But people crave community in both good times and bad.

More than ever, sellers must maintain deep and meaningful communications with their customers across the full lifecycle. Digital fatigue and fractured communities are making this harder and harder than ever.

Topics: crm customer lifecycle customer experience

The 7 metrics that optimise your firm's revenue velocity

Growing revenue velocity - your firm's speed of growth - is the aspiration for most Founder/CEOs and Chief Revenue Officers that we meet. In this article we discuss the 7 key metrics available to these executives to optimise their revenue velocity and some best practices for building an effective revenue engine. 

Topics: revenue velocity revenue growth

How SMBs can build an affordable, scaleable customer service function

Topics: customer experience customer service tools customer service

Buyer enablement: The secret sauce of B2B sales

Buying B2B solutions is a long hard slog. Gartner says the median B2B buying group consists of between 6 and 10 people. Each of these people need four to five pieces of information to help them. Usually, around 83% of the time they have gone and sourced this information themselves.

Then starts the painful process of achieving consensus and a concrete action plan. 

Brent Adamson, a Gartner distinguished VP, puts it this way.

"The hardest part about B2B solutions isn't selling them but buying them. Today's buying journey has effectively reached a tipping point where it's become unnavigable without a significant amount of help" 

The B2B sales person plays a significant role in providing that help. Here's how.

Topics: marketing automation b2b sales martech sales automation

A checklist for moving to cloud based telephony

The 'phone is undoubtably a critical business tool; it isn't going anywhere. So it makes little sense to have your 'phone system sitting out on a limb and not integrated with your other business systems. The shift to the cloud provides small and medium businesses with an affordable, simple way to fully integrate their suite of customer facing applications. 

Topics: cloud based telephony Aircall

Why G2M has become an Aircall partner

Topics: Aircall cloud based phone system

Why your CRM must be the beating heart of your organisation

Topics: HubSpot crm customer lifecycle

Onboarding is like watching people bloom....like a water lily in the sunshine!

I love my job…there you have it, I’ve said I out loud, I love my job! I get to play with HubSpot all day, onboarding people to the platform. I’m like a “pig in mud!” I get to see it work its magic in all different types of organisations, big, small, not-for-profits, service-based or product companies. You name it, we’ve done it.

But making the "HubSpot magic" happen actually takes a lot of practice and along the way I’ve learnt a lot about what does and (frankly speaking) what doesn’t work. Here is our 10 step approach.

Topics: HubSpot Digital Transformation Onboarding