[VIDEO] The Demand Creator Minute: When's the Best Time to Talk Price?

Posted by Doug Davidoff

Oct 6, 2016 4:30:00 PM

best-time-to-talk-price.jpgToday, we're talking about something that gets debated on a regular basis by those in your organization who focus on the go to market side of the business. That something is price and more specifically, when sales reps should start talking about it.

Some argue that if you talk about price too early in the process that you will scare your prospects away. Others think that if you wait too long, your prospects may get frustrated and neve really engage with you. 

Pete Caputa, VP of Sales at HubSpot, recently wrote an interesting blog post about what buyers and sellers want to talk about during the first call. As it turns out, buyer and sellers aren't on the same page. On the first sales call, 58% of buyers want to discuss price but only 23% of sellers do.

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Topics: B2B Sales Strategy, ZMOT

3 Reasons Why Inbound Marketing Efforts Fail

Posted by Doug Davidoff

Apr 18, 2016 3:00:00 PM

Editor's note: This post originally appeared on the HubSpot Marketing Blog. The subject has a been a recurring topic of conversation recently so we are republishing it here.

failure.jpgWith millions of dollars spent each year on marketing automation and inbound marketing strategies, the time has come to stop and ask the question, “Are the investments worth it?” or more plainly “Do these strategies actually work?” On one hand, the answer is unequivocally “Yes!”

However, for an increasing number of organizations the answer is not clear. I have to admit that I often times worry about the future of inbound marketing concerned that it may fall victim to the same trap CRM systems found themselves in a decade ago.

A recent research brief from SiriusDecisions highlights this issue that I find myself worrying about so often. As the brief, Calculating the Return on Marketing Automation, explains, “Demonstrating return on a marketing automation investment means more than showing an increasing in campaigns and leads.” Far too often, an investment in marketing automation only leads to a short-term increase in activity, with little to no measurable revenue results to point to.

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Topics: Inbound Marketing, ZMOT