Sales leaders should shift from sales enablement to revenue enablement to support revenue operations in today's complex B2B buying & selling environment.
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.
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.
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.
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.