Mount Arbor Blog

Why data means salespeople need to be more like movie directors

24-Jul-2018 17:03:34 / by Andrew McAvinchey posted in data, hubspot, marketing, Sales and Marketing Alignment, inbound, sales

0 Comments

Let’s face it - your sales team is statistically likely to be lagging behind in terms of their use of technology. They’re most likely to be applying more relationship driven sales methods than data-driven - especially if your hiring pool includes salespeople with more than 10 years experience in sales. The reason for this is that digital technology has been available to Sales for years, but the systems and processes to use the technology in your sales process has been difficult to apply. Altify claim there’s a 13% retention rate on sales training - that means, essentially, that even if you were to train the sales team to follow your own unique sales system or methodology the likelihood is that after training is complete, most of your salespeople will put the manuals on the shelf and do what they were doing before. The same is true of your CRM - statistically salespeople spending too much time on data entry and not enough on sales. From 'The State of Inbound', a report commissioned by Hubspot:

Read More

How to prepare for the sales bottleneck you’ll hit when you become successful

23-Jul-2018 17:26:22 / by Andrew McAvinchey posted in sales

0 Comments

There is an imbalance between the state of digital marketing and digital sales. Proportionally, the marketing stack is bigger and better, and marketing teams are more savvy. Digital marketing got a head start, but sales is catching up. For sales leaders, this presents an opportunity to introduce the same sort of digital innovations we have seen develop in marketing over the past 5 years. It also means many sales organisations are being left behind as they cling to traditional ways of selling, just as marketers stuck to traditional forms of marketing until they were forced to move. Digital selling involves the use of data, sales automation, an inbound sales process and inside (a.k.a. remote selling) as part of the mix. 

Read More

Why Value Selling is the solution to B2B enterprise software sales

22-May-2018 13:04:17 / by Andrew McAvinchey posted in Business, sales

0 Comments

Selling software to businesses has changed a lot in the past 5 years. In the old days, sales people could approach a prospect, do a demo of the software, give a couple of examples of how it’s worked out for other similar customers in the past, then whip out the 12 month contract to close the deal before retiring to the bar. OK, maybe it wasn’t that simple - but for the majority of sales people, they at least knew what they were selling when they were meeting with a customer.

Read More

The 5 Ways to Pick Up Sales Without Losing Leads in the Process

02-Mar-2018 18:31:18 / by Andrew McAvinchey posted in CRM, Sales and Marketing Alignment, Sales Enablement, sales

0 Comments


Do you find it difficult to create a predictable revenue stream for your business? 

 
Download the ebook
 
The problem with working IN the business as well as ON the business at the same time is that it's difficult to constantly bring in new leads at the same time as focusing on building your team, delivering for your customer and making sure you're offering a competitive product or service.
Read More