Whew! That’s all I can say after revisiting my notes from creating DMD’s recent webinar series and reflecting on all that went into it to reach the goal of one new client.

If you’re a manager or a business owner, you don’t care about email open rates or website page views. You care about where the best leads are coming from and what they’re converting on so you can get more of them. This blog will walk you through the inbound marketing reporting tools that come with the varying levels of Hubspot. These should be present in whichever system you use to track your leads.

To quote The Profit’s Marcus Lemonis, “Business success is about the three P's: People, Process and Product." That applies to your company’s lead generation strategy for its growth goals too. How so? It takes the same combination of elements and discipline to really drive sustainable growth by continuously bringing in great leads.

What makes a great sales representative? Among things other than persistence, it’s someone who can relate to and connect with their prospective clients. But before you do that, you have to understand your prospects. That’s why creating an ideal client profile is so important. 

I just returned from Inbound 2015, where over 10,000 inbound evangelists gathered to talk agency, sales, and marketing. I'm a bit of a conference cynic so I was a little skeptical about how much actual value I would gather that would help DMD and its clients grow, but I have to say...Good stuff!

The way we sell has changed.

Sales used to be ruled by people who were seen as being naturally good with people. People who were good at schmoozing and getting their prospects to like them in order to buy their product or service. The way reps prospected for clients was totally different. There were much more prevalent direct marketing and sales methods, such as door-to-door and cold calling. And after a sale, there might not be much interaction besides the occasional "checking in." To quote Roger Sterling from Mad Men, the series based on the advertising industry in the 1960s, "The day you sign a client is the day you start losing them." That was the old mentality.

Smarketing meetings are regular meetings between sales and marketing departments, often held monthly. The meetings are a time for the two teams come together to review conversion rate and activity level goals, celebrate successes, and discuss next steps to improve.

Welcome back to our series on smarketing (sales + marketing). In our first post we explained what smarketing is and then we shared a Q&A with Hubspot sales rep, MJ, on how inbound marketing campaigns help her sell. This week we want to touch on some system set up items that should be done before your first smarketing meeting, to make sure it's productive.

Enter, "closed-loop marketing."

Connected Systems

What is closed-loop marketing, in non-jargon speak? It means we can easily see who is a visitor, lead, or customer in your online marketing database.

In the first post in our Smarketing series, we gave a general overview of what Smarketing is and some tips for building buy-in with your staff. This week, we have a Q&A with our HubSpot partner sales rep, Mae Joyce Gay. Now you can hear straight from someone at the company pioneering these new ways of marketing and selling what works for them—specifically her, as a sales rep. Here it is: 

In the previous blog, Are You Planning for Failure, I discussed some conversion rates to consider when determining whether your business is doing enough marketing to generate enough leads—to generate enough sales—and to hit its profit and revenue goals for the year.

This week, I want to introduce the concept of Smarketing, which is a fairly new concept just like inbound marketing, that can help guarantee you're getting the best quality leads and that those leads are turning into sales.

Smarketing stands for sales and marketing. The key shift here by smashing the two words together is *alignment.* Traditionally, sales and marketing teams have mostly been at odds. Sales thinks marketing is out of touch and marketing thinks sales doesn't follow up enough on leads.