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Sales Enablement

The Fundamentals of a Sales Pipeline

By Kevin Dean | June 8, 2018
Sales prospects rarely approach a company and purchase their product or services with just a single interaction. A sales pipeline is a defined process that allows you to see how your prospects move prospects from the initial interaction with you all the way to the close of a sale. Each stage in the pipeline is based on specific actions, and your customer relationship management (CRM) solution can represent this in a more visual way for you. 

Sales Enablement

Actionable Ways to Close the Loop Between Marketing and Sales

By Amy Post | May 24, 2018
  We know that one of the biggest challenges facing business leaders today is getting their sales and marketing teams to work together. But, when your sales and marketing teams don't work together, a number of things can happen, such as: ⋅You won't know where your advertising dollars are going ⋅Neither team will have clear goals ⋅Neither team will know how to improve

Inbound Marketing Strategy

Medical Marketing Tips: Leveraging HubSpot & Inbound for Healthcare

By Amy Post | September 6, 2017
Why use Inbound for Medical Marketing? (The quick breakdown) 1. It provides data you can use to close medical sales faster. 2. It automates your processes, creating more time to focus on business growth and strategies. 3. Combined with HubSpot, all medical marketing and sales efforts can be tracked and leveraged more effectively. 4. It's more effective than traditional medical sales efforts like cold calling and buying lead lists.

Sales Enablement

How to Navigate Sales Meetings With Medical Professionals

By Amy Post | August 30, 2017
Congratulations! You’ve landed that one-on-one meeting with the decision-maker or lead physician at that medical clinic or hospital you’ve been waiting months and months to book. It’s a massive opportunity that you don’t want to lose, so you’ve got to make sure you nail it and win the business.

Sales Cycle

Why Does My Sales Cycle Take So Long?

By Amy Post | August 9, 2017
If you are like us, a B2B business with a premium-level service and a price to match it, you might find yourself frustrated about just how long the sales cycle takes with your prospects. You may always be saying things like, “I think they’ll sign soon, but we’ll see.” Then, three months and seven meetings later, you finally see the email come through with a signed agreement. But for real, why in the world does it take so long to close these customers?

Inbound Marketing

Why Buyers Don’t Care As Much About Price Anymore

By Amy Post | July 27, 2017
  Last week I found myself in need of some new umbrellas for our community pool. You know what I mean, those crank ones you can stick on a patio table that can tilt to block the sun? After that crazy storm came through West Michigan a couple of weeks ago, it took away all the ones we had, so I volunteered to help be a part of the replacement team with another neighbor friend. Out of habit, our first thought was to hit up our local retailers to grab six umbrellas in white or beige (I’ll spare you all the boring HOA details about the color part.)

Inbound Marketing

Why a Bunch of Cheap Tools Shouldn't be Your HubSpot Alternative

By Amy Post | July 18, 2017
We hear it from prospects now and then, they want to get all the data and analytics of their marketing efforts, but they don't want to pay for them. "We just can't afford HubSpot right now," they say. And although we do our best to advise them differently, some leave and choose to implement a "band-aid" approach using half a dozen (or more) cheap applications to manage their sales and marketing effectiveness.

Marketing Tips

5 Essential Tips For Selling to Facility Managers

By Amy Post | June 16, 2017
If you sell to facility or building managers, you may already know there’s a bit of a “science” with how these individuals make purchasing decisions. You can’t just pop a proposal down and hope they’re going to pick you, especially if you know you aren't the cheapest player in the game. You have to hit a few key pain-points and establish some proven value before they’ll sign on that dotted line.

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