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Show Up, Don't be a D*ck and Add Value

Posted by Mike Donnelly Jul 20, 2017 2:33:35 AM

I have heard often that sales people are the easiest people to sell to.  I never thought I fell into this camp until a recent experience reminded me how important the buyer's journey is.  In this case, I was the eager buyer.  And by the end of my journey, I was reminded of a profane yet still memorable axiom taught to me by one of my best mentors on how a seller should treat a buyer: 

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Topics: HubSpot, Sales, Sales Process

Why We Partnered With Databox

Posted by Mike Donnelly Jul 11, 2017 11:59:49 AM

You can’t get to your final destination if you don’t know where you are. Every leadership team knows they have to keep an eye on important KPIs like ad performance, email engagement, leads, conversions, etc. Depending on how many different programs and platforms you use, tracking your metrics can be very challenging — your numbers are all in different locations.

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Topics: Email, HubSpot, Databox, Business Intelligence

HubSpot's CRM is like an Outlook PST File on Steroids for Enterprise Sales Pros

Posted by Mike Donnelly Jun 14, 2017 4:36:11 PM

To my bretheren in outside sales, I absolutely urge you to take a look at HubSpot's CRM (it's free by the way!).

We all move from job to job, no matter our success over our career (we get bored, not challenged, unachievable quotas - yes, read that sales leaders, etc.) and one thing we always seem to bring with us is the elusive PST file. I can't tell you how many friends have asked me over the past year, "How do I get a PST on a MAC and I'm using Google as our email service provider?".

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Topics: CRM, HubSpot Sales, HubSpot GrowthStack

Artificial Intelligence is Changing Email - Get Ahead or Fall Behind

Posted by Mike Donnelly Jun 13, 2017 4:03:12 PM

While a world in which computers are sentient beings may still be a long way off, artificial intelligence has developed at a rocket-fast pace in the last several years. We can now do things with the help of collective intelligence that we would never have thought possible. And that power is being applied to everything from the HIV pandemic to. . . email.

With the help of artificial intelligence, you can now know what content individual subscribers will find valuable, know exactly where they are in the buying/customer journey, and know when each subscriber is most likely to open and engage with your email. This is not only the future of email marketing, it’s happening now. And your competitors are using it to reel in prospects and keep customers loyal, so you might want to get on board!

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Topics: Artificial Intelligence, Email

Using an Account Based Marketing Strategy? You Need an Email Delivery Strategy.

Posted by Mike Donnelly Jun 6, 2017 5:52:03 PM

B2B companies have been doing account based marketing for over a decade (ITSMA coined the phrase in 2004), but in the last couple of years it’s gained popularity as B2B buyers increasingly demand a customized approach. Account based marketing gets marketing and sales working together to examine important business issues facing the target prospect, mapping them to individuals, and tailoring campaigns to address those issues.

While there are many techniques and tactics involved in account based marketing, nearly all of them involve email—whether a salesperson is sending a white paper that will be of interest to a prospect or the marketing team is sending a series of followup emails from a retargeted ad promoting a customized offer.

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Topics: Account Based Marketing, Email Deliverability

Reenrollment Criteria in HubSpot Workflows

Posted by Mike Donnelly May 31, 2017 11:48:38 AM

When working on some more advanced workflows within HubSpot, I realized that you can only re-enroll contacts based on specific criteria. Then it dawned me that I could use a Seventh Sense webhook to re-enroll a contact based on any criteria or property I desired.

To provide some more context, I was trying to have contacts re-enroll based on when a custom property had been met. Learning that this was not possible, I banged my head against the wall for some time trying to figure out how I accomplish this. The answer was quite simple and was in front of me the whole time.

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Topics: HubSpot Workflows, Reenrollment criteria

How Seventh Sense Marries Data With HubSpot’s Growth Stack to Deliver Insight on When to Contact People

Posted by Mike Donnelly Apr 19, 2017 7:00:00 AM

HubSpot's Growth Stack is a set of fully-integrated tools to help businesses find and connect with new customers. The growth stack brings marketing and sales tools together, allowing both departments to automatically share insight on leads that Marketing is nurturing and prospects that Sales is working.

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The ROI of Send Time Optimization

Posted by Mike Donnelly Mar 21, 2017 11:45:53 PM

Sure, send time optimization sounds cool. What's not to love about taking advantage of the data you have on each of your contacts (when they open, click, and convert, by time of day and day of week), and scheduling your emails to send to each contact at the time when each is most likely to engage with your email?

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When do HubSpot's Diamond Partners Send Blog Notifications? (And What Time Should You Send Yours?)

Posted by Mike Donnelly Mar 21, 2017 11:38:42 PM
As someone who is not a marketer by trade (my career was software engineering to begin and then 13 years of enterprise sales), I read A LOT. So as a very curious person, I signed up for a few of HubSpot's Diamond Partners' blogs to digest as much as I could. Read More

3 Things CEOs Want from Marketing

Posted by Mike Donnelly Mar 21, 2017 11:33:57 PM
Marketing is sometimes a difficult world to understand. We have an endless and always-evolving dictionary of jargon that's helpful for those that speak the language but confusing to those who don't. We deal with nonlinear processes and the complex realm of human psychology and persuasion that doesn't always reduce to a spreadsheet.
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