Digital Marketing Blog - WebStrategies, Inc.

Track your Pipeline from Prospect to Close with HubSpot Deal Stages

Lack of activity in the sales funnel is the single biggest contributor to lack of success in sales, and your sales pipeline is the hub. It remains the most important metric for success. HubSpot reports that companies that master pipeline management see 28% higher revenue growth. So it's more than keeping your pipeline full - it must be well-managed to continuously achieve desired results.

Kristin Harrison

Jun 21, 2023

Virtual Selling for Manufacturers

Manufacturers continue to be impacted by the restrictions imposed due to the COVID-19 pandemic. With travel remaining limited and trade shows on pause, the manufacturing industry is quickly adapting to a world where most closed deals happen without ever having a face-to-face meeting.

WebStrategies

Aug 29, 2020

Setting Better Goals - How to Create Them to Work for You

Setting goals is paramount for a salesperson's success. identifying a target in the beginning of the year, and monitoring your progress throughout creates an awareness that is necessary for the always on-the-go sales professional. Performance-based goals, if set incorrectly, can be a hindrance and defeating if not attained. The goal becomes demoralizing and threatens success.

Kristin Harrison

Aug 27, 2020

[Video] How to turn more of your leads into paying customers

Over the last several years, we’ve shared countless tips for generating leads online. But did you know it's typical to only close a fraction of those leads?

So what’s going on here? Turns out, it can be several things.

I recently interviewed Neal Lappe, CEO of Forensics of Selling and WebStrategies Founder, on how to turn more of your digital marketing leads into paying customers. We explored some of the top factors that contribute to a lead not closing and what you can do about it.

Chris Leone

Mar 12, 2019

The Do’s and Don’ts of Conference Networking

If you are a salesperson, especially if you are working a specific vertical, conference networking is a skill that has the potential to provide a ton of value. For credit unions for example, conferences are in full swing with MAC last month and CUNA this month, and building relationships within these groups are crucial for future success.

Kristin Harrison

Jun 28, 2017

Can you hear me now?

Active listening is the #1 skill for a salesperson. According to experts, we spend 49% of our day listening. If we spend so much time listening, we should strive for proficiency. And for salespeople, it pays to be a good listener even though the skill is often underutilized.

Kristin Harrison

Feb 15, 2017

What is Your Wow Factor?

The Australian Open is the first Grand Slam tennis tournament of the season and this year the tournament has been extraordinary. Four all time greats made it to the finals: Serena vs Venus, and Federer vs Nadal. The greatest tennis player of all time, Serena Williams, is history in the making. Her older sister, Venus, 36 years old, in her first final since 2009. Federer and Nadal, one of tennis’ greatest rivalries of all time, played in their 12th final. Serena and Roger were the ultimate champions however, all four of them won.

Kristin Harrison

Jan 31, 2017

New Year. New Goals. New You.

The New Year is an important time for any salesperson. New goals are set, new demands are made, and new challenges arise.

Kristin Harrison

Jan 14, 2017

How to Uncover the Buyer's Challenges and Fears

How can you get your buyers to tell you their biggest challenges and greatest fears? Our research tells us that buyers value a salesperson’s problem solving skills above all else, yet salespeople find it difficult to get buyers to share their challenges and fears. This article focuses on a questioning technique that will get your buyers to open-up and share information to help you determine if you can solve their problems.

Neal Lappe

Oct 31, 2016

3 Questions that will Change Your Sales Conversations

One of the biggest challenges for the B2B sales force is that today’s buyer is more educated than ever. According to Forrester, 74% of the buyer's journey is made anonymously online. This staggering statistic suggests that by the time you meet a potential customer face-to-face, the information presented in that first meeting must be compelling and engage the buyer in the sales process.

To make that first meeting count, according to Anthony Innarino, you need to answer three questions for the potential buyer:

Kristin Harrison

Sep 3, 2016

Signals from the Field

Ready for marketing that actually delivers?