One of my goals for 2020 is to ‘up my sales game’ and to bring on a few quality clients looking for full-service Inbound Marketing retainers. I was thrilled when I discovered the Hubspot Partner Pipeline Generation Bootcamp.
I have been a Hubspot Agency Partner since 2012, and when I wanted a program that got what I did, who better than Hubspot? Also, seeing that Dan Tyre was teaching the class, I knew this would be a fun one.
I had no idea how badly I needed this course. My only reservation was the time commitment. When you read the course overview, it clearly states they want participants willing to spend 5-10 hours a week on sales (or more). I wasn't sure I could find that. I wanted to say I would, but I know how crazy things can get.
Then COVID-19 happened. The course started March 28th, and I remember thinking, well, at least I'll be able to get through a few weeks during the slow down. The Partner Pipeline Generation Bootcamp has been the perfect COVID-19 Project. I've been able to binge-watch it (I don't watch TV, so Bootcamp filled the gap), and here are my key takeaways!
Pick up the Phone—now more than ever
I'll admit it. I don't like calling prospects. But this course gave me a new comfort on the phone and a new appreciation for calling. Still waiting on some hard stats, but Dan tells me more people are answering the phone during COVID-19. After all, they aren't cold calls we are making; they are warm calls. I am doing my homework, finding the connections and helping. Nobody is saying no to that, especially during COVID-19.
Get the right tools – Video Voice mail
Video voice mail is a game-changer, including using a tool like Vidyard to create a short screen recording. Video is an amazing way to reduce friction in the sales process. The response rate to these is amazing. Be sure to embed a calendar invite and track it. This was such a game-changer; I signed up as Vidyard Partner.
Send the gatekeeper some love and how to do ABM/ ABS
Don't get me wrong, I've always been pleasant to Gatekeepers, but I have never really got them working for me! Understanding how to get a gatekeeper helping you and how to do Account-Based Marketing and Selling was a huge help. This one was an eye opener, in a 100 person company, you will likely need to speak to 15-20 people! Wow, that takes a process and a lot of calls!
Stand up! Smile!
I have an awesome Sit/ Stand desk. Guess what? After year one, it was just a sit desk. Until Dan made us stand up and smile. You know what? It makes a difference. You feel alive and more confident. Standing is best, but I am also glad I have a sitting desk so that I can take notes!
The Sales team get the bigger budgets—embrace the sales
I have had the pleasure of working in both sales and marketing. And it takes both to close the deal. I have always loved Hubspot because even before the Sales Hub, Hubspot focused on SQLs and marketing support and working with sales. Truth be told, if I had to pick a favourite child (and it's kind of like that), I'd pick marketing. But guess what… sales get the bigger budget. 2020 has been about upping my sales game. From doing the Boot Camp to the Sales Enablement Certification to embracing new tools for selling, I want to spend more time and energy in this space, because I believe there has never been a better time. Reach out to me if you I can help you grow your sales!
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