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Doug Davidoff

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3 Criteria to Assess the Effectiveness of Your Sales Process

Posted by Doug Davidoff

Dec 6, 2016 2:00:00 PM

3 Criteria to Assess the Effectiveness of Your Sales ProcessI was talking with a prospect a few weeks ago about his (lack of) sales process. He took exception with my comment, saying that they did have a process and that it was defined by their pipeline stages.

Those stages won’t shock anyone who has been in sales anytime in the last three decades. Here’s how it was set up:

  • Initial Contact Made
  • Qualification
  • Demonstration
  • Proposal
  • Negotiation
  • Closed/Won
  • Closed/Lost

While those are certainly steps in the sales journey, they don’t meet Imagine’s definition of a sales process or sales methodology. As I explained that to my prospect, he asked a very insightful question, the answer to which I share here. His question: “Why Not?”

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Topics: Sales Development, B2B Sales Strategy, Sales Training/Coaching

[Video] What You Need To Know When Launching or Revising Your Growth Playbook

Posted by Doug Davidoff

Nov 30, 2016 3:30:00 PM

successful-business-growth-strategy.jpgA few weeks ago I shared an article here on the Six Stages of a Successful Growth Strategy. The launch of such a strategy is an exciting time for everybody. You deal with possibilities, address limiting obstacles and emerge with a strategy that creates clarity and confidence...two necessary and powerful ingredients of success.

There's a downside to the excitement however. It's easy to underestimate what's involved in transforming that clarity and confidence into real prospects, sales opportunities and revenue. This often leads to a deadly mistake in execution.

In the video below I share this secret, and highlight the keys to successfully navigating it.

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Topics: Sales Development, B2B Sales Strategy, Sales Training/Coaching

Happy Thanksgiving - Enjoy

Posted by Doug Davidoff

Nov 24, 2016 10:00:00 AM

Happy-Thanksgiving.jpgIt's that time of year again. Have a great Thanksgiving and make sure you take some time to consider all of the great opportunities we have.

Here's my tribute to Thanksgiving:

I love this time of year. We've got the 3-F's: friends, family & football. There's the wine, the turkey, the stuffing, the wine. It's great fun.

And I have a tradition at this time of year that I would like to share with you. I often write about how the old paradigms of business, sales and marketing are letting businesses down. Well, today, I'm not going to get that deep. Today, I'd like to focus on one of the all-time promotion fiascoes, from one of my favorite shows.

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5 Key Takeaways from Inbound 2016

Posted by Doug Davidoff

Nov 23, 2016 1:30:00 PM

Inbound2016-cropped.jpgAnother year, another Inbound conference. This year’s gathering of inbound marketers and salespeople topped the 18,000- person mark, making it clearly the largest marketing conference in the world. Once again HubSpot did a great job of putting on a show, building the community and enabling great conversation to occur.

In an earlier post, I shared the product announcements HubSpot made. Today, now that I’ve had some time to ponder the event, I’d like to share my key takeaways from Inbound 2016. Overall, I was struck by the growing maturity of inbound marketing and how fresh and new it remains at the same time.

It is increasingly clear that inbound marketing and demand generation are becoming core disciplines to the modern growth playbook. While the importance is clear, the success formulas are still being created.

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Topics: Inbound Marketing, Demand Generation

The Traditional Revenue Growth Playbook is Broken

Posted by Doug Davidoff

Nov 15, 2016 2:00:00 PM

The Traditional Revenue Growth Playbook is BrokenIf you’re a reader of this blog I’m going to assume that revenue growth is important to your company. Stop for a moment and consider the investment of energy and money your company has made in these efforts. Now consider this question, “How well is it working?”

  • Is revenue growth predictable for you?
  • Are the costs required to sustain decreasing?
  • Are more of your salespeople beating their number (quota) consistently?

According to the research that’s out there, less than 10% of companies can say “yes” to all three questions, and the vast majority of companies would respond “no” to at least two of these questions.

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Topics: Inbound Marketing, B2B Sales Strategy

The Big News at Inbound 2016

Posted by Doug Davidoff

Nov 10, 2016 10:00:00 AM

Inbound_2016.jpgSo I just saw my fourth keynote from Brian Halligan and Dharmesh Shah, founders of HubSpot, at this year’s Inbound conference. Listening to Brian and Dharmesh is always a bit like looking into a crystal ball on the History Channel. You get a tremendous viewpoint of what’s going to happen, all within the context of what has happened.

It’s also an opportunity to hear about the big product updates that HubSpot is rolling out. While I’ve never been to an Apple product launch event, I like to think of Inbound as a slightly less popular version.

This year two things were different. Where it’s typically Brian and Dharmesh that share the product announcements as a part of the keynote, their Inbound 2016 keynote did not have any product announcements. Instead they made the product announcements a breakout session where their Products VP, Chris O’Donell, announced the news. And the big news is...well there wasn’t any really. And, while I like the excitement of major product announcements, I think the lack of them is good news and an important lesson for marketers, demand generators and sales executives.

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Topics: Inbound Marketing

4 Key Sales Enablement Metrics for Growth-Focused Companies

Posted by Doug Davidoff

Nov 4, 2016 5:00:00 PM

Imagine_Inbound_MoneyBall-Sales Enablement.pngNext week, I’ll be in Boston for the largest gathering of marketers in the world, HubSpot’s 2016 Inbound Conference. Most exciting about the conference this year is the addition of sales-focused topics. As a result, it’s also now the largest gathering of people in the world focused on the entire marketing and sales funnel.

On Thursday, I’ll be speaking about what is fast becoming one of my favorite subjects, sales enablement. Specifically I’ll be talking about the crucial importance of this emerging discipline and how it bridges the divide between sales and marketing, allowing companies to grow faster and at lower costs.

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Topics: Performance, B2B Sales Strategy

6 Stages of a Successful Growth Strategy

Posted by Doug Davidoff

Oct 28, 2016 2:00:00 PM

stages-revenue-growth.jpgI came across a very interesting blog post yesterday on HubSpot’s Readthink.com platform. While the post, Why Your Startup’s Marketing Strategy may Already Be Doomed, was geared primarily for SaaS startups, a portion of a chart in the post resonated with me.

The focus was on the journey that most organizations go through when they implement inbound marketing and demand generation strategies. It highlighted six distinct stages that simply nailed the experience of just about any organization that has ignited and sustained revenue growth.

The most frustrating aspect of growing a business (from my personal experience and in the work I do with growth businesses) is the inherent unpredictability involved. It’s an experience that can feel like vertigo (which I’ve also unfortunately experienced). Yet, when you zoom out, the journey isn’t so mysterious. Understanding the The Six Stages of a Successful Growth Strategy can be extraordinarily valuable.

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How to Make Effective Connect Calls to Your B2B Inbound Leads

Posted by Doug Davidoff

Oct 26, 2016 3:00:00 PM

connect-calls.jpgYour prospect has downloaded one of your favorite pieces of content. You take a look in your marketing automation platform and see that they’ve been reading your blog and have spent quite a bit of time on your site. Clearly, this is a lead you’re excited to contact.

The imperative question at this point is how do you effectively make that first contact. Push too hard, too early and you’re likely to lose an opportunity before it starts. Proceed too softly or timidly and you lose the benefit of such a strong lead. It’s a challenge that even the best demand generation organizations struggle with every day.

To complicate things more, inbound leads come with their own set of considerations. Before any contact is made, you need to keep these things in mind:

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Topics: B2B Sales Strategy, Sales Training/Coaching

3 Components Required to Scale Growth for Any B2B Organization

Posted by Doug Davidoff

Oct 14, 2016 3:30:00 PM

Imagine_Inbound_Scale_Growth2.pngI just finished my new presentation for Inbound 16 on sales enablement and it’s growing importance in successful sales, demand and revenue generation strategies (you are coming, right?). The focus of my presentation is on how sales enablement is crucial to bridging the divide between sales and marketing.

I kind of laugh when I hear people talking about sales and marketing alignment (and, yes, that means I laugh a lot these days). While alignment is certainly not a new issue, it’s prevalence has grown tremendously. It’s become so common, that while everybody agrees that it’s a worthy objective, very few have actually stopped to consider why it’s important.

The answer is actually quite simple. It’s important (and frankly, it’s only important) if predictable and sustainable growth - what we call scaling growth - is an objective. So, it’s a worthy effort.

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Topics: Demand Generation