The Smart Growth Roundup is our biweekly newsletter full of industry and Imagine insights. Every edition includes a specific focus in one of the following categories: Revenue Operations, Demand Generation/Lead Generation, Sales Performance, Sales Acceleration/Enablement, Database Management, or Go-to-Market Strategy. Here you'll find the entire archive of all our editions to the Smart Growth Roundup along with the web version of each email.
Reaching out to leads via cold email can be intimidating at first. Will your message resonate with the people you want to start a sales conversation with or will you be rejected or ignored?
A follow-up email is usually about getting what you want, but you can't do that without giving your recipient what they want. Yesware provides you with 10 mistakes to avoid at all costs.
We need to modernize our approach to selling to meet buyers where they are with a personalized, frictionless experience. Drift provides 3 major shifts sales teams need to embrace to do exactly that.
Revenue teams have it tough trying to navigate digital selling, changes in buying behavior, and a volatile market. What do they need to accurately assess deal health and help their organizations win?
RevOps has become a common term in business lingo. It refers to the management of the revenue funnel of any given business. But how exactly does that work?
Never has it been clearer that the B2B sales playbook that got us here will not get us where we need to be. The traditional model is increasingly out of sync.
Marketing and the entire go-to-market function that drives and grows revenue in B2B companies like yours is actually at an inflection point.
Creating a culture of winning is challenging. What are the keys to motivating sales personnel so that your strategy is best positioned and you capture market share faster than the competition?
Nearly 40% of reps in the sales industry turn over in less than two years. The Pipeline can help you solve the de facto experience for a sales development representative.
Getting people to open your emails is key to getting your products/services in front of prospects and building customer loyalty. The big question is, what inspires people to actually open an email?
There’s work to do and decades of trading operational efficiencies for sales inefficiencies need to be remediated. Fast. Learn why with this article from Gartner.
Did you know, among the information sources B2B tech buyers used in 2021, sales reps ranked fourth? Salespeople can’t just sell anymore, they have to become trusted advisors.
Are you creating content that aligns with the needs and aims of your sales team? SocialMediaToday gives you 5 Steps to close some critical gaps.
The internet never sleeps, which means it needs to be fed—constantly. And what does it like to eat most? High-quality content. Here are 10 ways to repurpose your existing content.
Did you think you were done with that blog you posted in 2016? It’s time to dig up the unoptimized and underperforming blogs of the past and breathe new life into your backlog.
In order to stand out in a crowded market, you need to position your solution in a manner that resonates with your prospective customers.
No matter what your industry is, sales success relies on having a customer-driven strategy. Forbes has you covered on how to leverage buyer personas for sales enablement.
Buyer personas aren't just a tool for marketing teams. Anyone who interacts with customers should be involved in the process of identifying and defining key buyer personas for your business.
Various researchers put the CRM failure rate between 18% & 69%. If we estimate the total result from these CRM project studies, the failure adoption rate of approximately 30%. Learn more about why with Trujay.
CRM system follows commercial strategy … not the other way around.
It is and remains the DNA of marketing, sales, and service. Anne Guethoff explains a successful approach to CRM systems.
You've spent thousands on a customer relationship system and your people aren't using it. User adoption is among the highest of concerns with CRM systems and Forbes will show you how to solve this problem.
The flurry of technology-fueled disruptions that have shifted the power from businesses to consumers continues to drive greater customer expectations. Read Forrester's study on CRM solutions and strategies.
Are you pouring your heart and time into dashboards no one appreciates? Fix these dashboard design mistakes and watch things change!
How do B2B marketers identify the data that matters amidst the noise and vast amounts of data that's available, but not useful?
There are an unending number of ways that bad business data can have a negative impact. Here are 3 ways bad HubSpot data can hurt your marketing campaigns.
A tremendous amount of time is spent reviewing information that has little influence on sales metrics. However, there are leading indicators for CEOs to look at in order to influence outcomes and drive growth.
Good sales performance is highly valued, but it can also be tough to achieve for many salespeople and organizations. HubSpot has 21 ways to improve your sales performance for consistency.
Taking an audience-focused approach aligns teams who can better serve the customer and yield better business results. Here's why you should be embracing this strategy.
If you want to win in your market, you need to position and promote your solution in a way that make prospects think, That's exactly what I'm looking for.
A sales rep has entered a competitive situation: are they ready to go to battle and win? A lot can go into preparing that sales reps have to handle...Here are 9 key sales enablement tools from CRAYON.
The sales tech landscape continues to explode, with more than 1200 solutions currently available for growth leaders to purchase. Get to know Nancy Nardin and her top predictions for sales tech in 2022.
Sales leaders must make the right investments in sales technology if they want to help their sales teams win in 2022. Sales leaders should identify the right sales tech investments with Forrester's 4 steps.
There’s nothing wrong with using the content you already have to inform the content in other channels. DGMG wants to show you an example of how they did this with a marketing lesson from the '60s.
Great content doesn’t involve plugging your products endlessly. Instead, it offers real value to people – and most importantly, it serves a purpose.
Stagnant organic traffic is the last thing you want to see when reviewing metrics, but it’s an issue that every marketer deals with. So to inspire your repurposing efforts, HubSpot put together 12 examples.
If you want to extend the reach of your brand or business, you need to create a constant stream of content. It's also a struggle to do this on a regular basis. But don’t worry. Zen Media has the solution.
You can’t afford to spend too much time in gathering mode. So, to help you maximize the impact of your efforts, Crayon's blog post will explore five next-level tactics for gathering competitive intelligence.
Revenue teams are still struggling to find a repeatable winning formula, and People.ai believes the core of that problem comes down to one thing: data.
It is now imperative for B2B organizations to have a comprehensive view into buyer relationships and engagement activity.
To help start the year on the right foot, Forbes identified four things sales leaders should do in January to ensure a strong start to 2022.
Hunters like to hunt, but many don’t really like to cook or clean up after their kill. What are ways that you can let your sellers sell and minimize the roadblocks they deal with?
Data must be useful. It should provide opportunities for strategic insight and support data-driven decisions. This is where the quality of data comes into play.
It's time to make your own rules. Breaking from tradition will help your team stay adaptable and engaged in a shifting marketplace.
SBI recently analyzed 15+ best-in-class sales organizations to understand what separates market leaders from their peers. One common theme separated the best from the rest.
Whether you're a marketer or a sales manager, there are innumerable ways you can empower sellers to do their jobs more effectively.
You need people who you can email. Here is a list of clean and effective ways to build your email marketing list without simply buying one.
Break down the main elements of high-performing emails to show you how to drive action from your campaigns, and learn how to create a strategy that fits your customer lifecycle.
Paid advertising platforms have become more complex. There are more opportunities to make small mistakes that can be costly. Here are some simple mistakes that can kill your advertising and how to fix them.
Learn how RevOps relates to your toolset and how to figure out if your toolset fits into your new RevOps alignment.
Consider these things when choosing your software architecture tools, and get an understanding of what tech is currently popular to help you decide on a software development stack.
This article explains what a brand positioning statement is, gives examples, and helps you get started with creating your own.
There are likely specific measures of progress that are particularly meaningful to your business. Are you tracking them?
A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare?
Learn how you'll be sought after to help prospects in their journey when you position them as the hero and your company as their guide.
Sales leaders should shift from sales enablement to revenue enablement to support revenue operations in today's complex B2B buying & selling environment.
After analyzing over 300,000 emails specifically on follow-up prospecting emails, Gong learned two major things about the formula for setting meetings.
Learn how to apply to art of storytelling in your marketing initiatives to engage and grow your audience, when to use it, and when not to.
If you're writing great articles that people would love to read, but you're not getting the traffic you want, the problem may be ineffective copywriting.
By identifying the characteristics that actually correlate with high sensitivity, marketers can proactively target their campaigns at the customers who will be most receptive to them, increasing ROI.
Streamlining business documents can be hard. There are so many different types of document management systems. This article differentiates between the above options.
This article highlights a big takeaway from a revenue operations research survey from Forrester and what the insights mean for both the approach to revenue operations and practitioners.
Ask any marketer, sales rep, or customer success person the most important metric they're chasing. Peel back those metrics and you'll see it comes down to one thing: accelerating revenue.
Today there are thousands of marketing tools and platforms that sit across various categories - data tracking, integration tools, and more. So why is marketing technology important?
Most organizations struggle with a few common issues that can be addressed by focusing on "data supply chain" management.
Email drip marketing comes down to providing your customers the right information at the right time. Here's a 6 step guide to launching an email drip campaign.
Just like any relationship, a relationship with your prospects takes time to grow. See how "Mary Had a Little Lamb" can be used as an analogy and detailed example for understanding the customer journey.
Set Your Teams Up For Success (On All Fronts)
What defines an A-player rep today? Here's what you need to understand about how the past year has shifted the approach to managing relationships and closing business.
To quickly and effectively respond to disruption, focus on both dynamic buyer and seller enablement and building these new critical skills.
When everyone is aligned, the business as a whole tends to grow. How do you do it? Here are 7 best practices for better alignment.
Creating relationships with customers is crucial, but there are so many other tasks that come along with sales that can slow down the process of selling. That's why you need a sales acceleration strategy.
There are dozens of metrics that can fall under the KPI umbrella. Cover the 8 KPIs that OpenView monitors closely, and how you can measure them, too.
Take a deeper look at the essence of brand positioning and about the strategies you can use to help your product/service rise to the top.
Should you use best-of-breed tools or an all-in-one marketing suite? The trend has shifted to a preference for integrated suites.
As B2B organizations evolve their strategies and become revenue focused, total alignment, dynamic datasets and strong leadership can ensure success.
CRMs are powerful tools that can help you expedite business growth. Here are 7 reasons why your company needs a CRM to grow better.
Prescription and predictiveness are the principles that sales leaders should frame up to leverage market insights and drive decisions that impact top-line growth.
The future of sales analytics leverages intelligent applications and new data sources to drive more commercial impact. Learn what lies ahead.
Many companies rely too much on big data and analytics in their hunt for strategic insights. They'd do better if they went out and talked to their customers.
Business acumen is a term often thrown around boardrooms and blog posts. HubSpot breaks down what it is, why it's important, and how you can develop it in this article.
To enable post-linear buying journeys, marketers must design programs and tactics that connect content and conversations across interactions to predict and respond to buyer needs in real time.
It's more important than ever for Marketing Leaders to approach Revenue Marketing from a Customer Experience lens.
In a recent Gartner survey, 90% of marketing leaders agreed that the marketing function needs to be more adaptive to shifts in customer needs. Learn how to better adapt here.
It's often a challenge to get sales teams to adopt the resources being made for them. Here are the best tips for getting sales to use their sales enablement resources.
We all know who our best sales reps are, but do we really know what they are doing to be so effective? Most often the answer to this is no.
This article explores what market positioning is, how to position yourself effectively, and look at some examples from both established and up and coming brands.
Professional development is essential for salespeople. To progress in your sales career, consider developing and refining the following skills.
What can leaders of midsized companies do to keep a personal touch in sales interactions? HBR found a number of midsized companies whose sales forces have been holding their own and what they've been doing.
Rob Roy, a 25-year veteran of the SEALs, lays out the 7-step approach SEALs use to tackle even the most daunting missions, so you can adapt it to achieve your own biggest goals.
Even the best sales reps cannot win a deal they aren't aware of. In addition to working directly with the buyer to gain insights, sales should also use buying signals to identify need.
This article covers the benefits and challenges of remote work, as well as the keys to having long-term success with remote work in your company.
Uncertain times may not hold back business owners after all. Here's what a handful of entrepreneurs said about their personal experiences with launching businesses in 2020.
More than 80% of CEOs feel "digital transformation" has become more urgent. Making the 2021 number is dependent on these capabilities - is your organization ready?
The new year promises to be another year of disruption as CMOs grapple with competing priorities to drive sales growth. Most CMOs favor a more cautious approach.
Many companies have deepened their relationships with existing customers during the pandemic. However, sales teams should not give up on finding new customers. This article offers tips on how to do that.
When it comes to building your competitive intelligence program plan for the new year, these 15 questions will help you establish the foundation of a winning plan.
Being right doesn't create value; empowering others to succeed does. Learn the difference between "should" and "how" to get your content where it needs to be.
To better understand what to expect or pay close attention to in 2021, HubSpot connected with other marketing experts for their perspective.
The customer and buyer journeys are two very different efforts. Understand the difference between the two and which one you need.
Leaders often wait to implement major changes until a significant event forces them to do so. Four issues need attention now, as changes will only get harder to implement as time passes.
HubSpot Research recently published findings to help sales leaders think about what changes they need to make when planning for next year.
Technology is not a solution, it's an enabler and an accelerator. How do you implement AI tech the right way? Uncover the success factors here.
Marketing has never been more complex. Today's world has transformed how the marketing function must work, requiring that it become more agile, interdependent, and accountable for driving growth.
If you are circling around whether some of your technologies should stay or go, here are some questions to ask about each to bring more clarity.
Enterprises undertake diverse sets of responsibilities, each which needs to be managed in its own way. When organized properly, this results in four distinctly different zones of activity.
Over the next 5 years, an even greater rise in digital interactions between suppliers and buyers will break traditional sales models.
To help businesses navigate their digital transformation journey with success, HubSpot put together a list of 5 key ways in which GTM strategies are changing and how to adapt to each.
Just as a healthy human requires certain things to thrive, so does your sales and marketing contact database - specifically these four things.
To help sales operations leaders plan for 2021, Forrester published their planning assumptions, describing 5 key trends to prepare for.
As companies move to SaaS & subscription-based models, a new customer-centric paradigm is rising with a new focus on customer expectations.
If your website isn't converting, it's likely the story you're telling through the marketing funnel isn't resonating on an emotional level.
Weigh the pros and cons outlined here to decide whether automating your prospecting process is right for your organization.
Customer acquisition vs. customer retention -- which one is better? That's a misleading question -- both are important.
There is a new abnormal at work right now. Sales leaders are challenging conventional wisdom as they look for answers to these questions.
Learn how best-in-class Sales Operations functions are leveraging Data Science teams for predictive revenue insights.
Feel like you're not making any progress with your (or your teams') initial outreach efforts? Think again.
Let's put it this way, if common wisdom drove results - results would be a whole lot easier to attain. Gartner busts some important myths here.