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2015's Top 5 Posts from The Demand Creator Blog

by Doug Davidoff | Dec 29, 2015 10:00:00 AM
As we wrap up 2015, we thought it would be fun to share the five most popular posts published this year from The Demand Creator Blog. When we analyzed the data, we learned that 64% of our 25 most viewed posts of 2015 were actually published in previous years. That's proof of the power of blogging. Creating content for your blog on a consistent, regular basis is challenging but the rewards are huge. Blog posts never stop working for you!
The most popular posts covered a wide range of topics including zombies, metrics, prospecting and HubSpot's CRM. If you haven't had a chance to read these yet - now's the time.
Happy New Year!

Is HubSpot’s CRM Living Up To Its Promise

hubspot-crmFour months ago I shared an initial review of HubSpot’s new CRM system by remarking that I’ve never heard a sales rep or executive comment, “I love our CRM!” Well, I can no longer say that as several people have commented to me how much they love the CRM; and I’m one of those people.

While the CRM still has some meaningful improvements that are needed (for example it still has no real reporting capability), it is living up to the promise that was made when it was announced.

Read more here.


5 Tips to Revive A Zombie Sales Opportunity 

dead_2.jpgIt happens to all of us. We feel like we’ve done a good job. We did our investigation, asked good questions, put together a strong proposal and delivered a solid presentation.

We left feeling great as everyone that we talked with sounded excited and there was a powerful vibe at the end. The only thing left was the formal decision to move ahead (and, of course, signing the contract or purchase order).

Then...nothing. Phone calls aren’t returned. Emails go by unnoticed. At most, we get cryptic responses indicating that no decision has been made yet, but everything is still under consideration. I call this a Zombie opportunity. It appears to still be walking, but there’s no life.

Read more here.


The 9 Metrics You Must Be Tracking to Scale B2B Sales Growth


While there is a lot of conversation about strategy and tactics, growing a business is more about math and managing by the numbers than anything else. If you’re tracking the right things and communicating the numbers then growth becomes a much simpler task.

However, if you’re not tracking the right numbers, it is impossible to have the right strategy. Consider the results of a recent study that found:

Read more here.


The 3 Prospecting Strategies That Ensure Predictable Growth

strategic-b2b-prospectingProspecting, like a lot of words used in business, gets thrown around a lot; yet means different things almost every time it’s used. I make that mistake when I say things like, “Salespeople shouldn’t prospect.”

I’ve been thinking about this as we’re in the process of updating (and upgrading) our go-to-market plan at Imagine. As we’re developing our plan, it’s become clear to me that there are three distinct types of B2B prospecting, each of which needs its own customized strategy to be successful.

To build a predictable growth model in the B2B sales world, you must choose which approach(es) you’re going to implement and dedicate the necessary resources to be successful. The worst thing you can do is try a one-size-fits-all prospecting approach

Read more here.


How To Make Outbound Lead Generation Work

outbound-b2b-lead-generation.jpgA common question I get from prospects is whether outbound sales efforts really work today. They talk about the noise in the market, the number of calls they get and how overloaded their email boxes already are.

My response is, “Crappy outbound doesn’t work anymore, but well-designed efforts work as well or better than they ever have.” A recent outbound effort where I was the recipient provides me a great opportunity to show why outbound efforts fail, and more importantly what you can do about it.Three weeks ago I received the following email (I’m eliminating all identifying information):

Read more here.