Inbound Marketing Blogfor Manufacturers and Healthcare Companies
20 Resources in Our 2020 Sales Toolkit
Now that we’re settled into 2019, we’ve found ourselves going back to some sales resources and tools more than others.
We’ve compiled this list of digital resources, training opportunities, best practices, and other must-haves that our team has been loving so far this year.
8 Digital Sales Tools
If you thought 2019 was an awesome year for digital sales resources, 2020 will not disappoint. Some of our trusty favorites from last year have stood the test of time, in addition to some new resources we’ve discovered.
Some of our favorites include:
1. HubSpot Sales Pro
The HubSpot Sales Professional tool is one of the most powerful assets that a sales team can have in the modern era. If you've been on the fence with considering Sales Pro for a while, check out the newest features announced at INBOUND 2019:
- Organizing and segmenting teams
- Multiple deal pipelines
- Sales automation
- Predictive lead scoring
- Required fields
- Products library
- Smart send times
- + More
2020 is the perfect time to invest in your sales team.
2. Vidyard and/or Soapbox
Crystal offers you a peek into the personality of your prospects based on their online profiles. This tool helps you seamlessly communicate better with strangers, and cuts down on the time spent guessing how the lead will receive your message.
4. LinkedIn Video
LinkedIn reports that videos earn an average of three times the engagement that text posts do. Sharing helpful information on the video tool is an easy way to get your message across, while introducing yourself to your audience on a more personal level.
Additionally, LinkedIn's video tools allow you to edit the video and overlay text, making it easier than ever to outline next steps for your viewers.
5. LinkedIn Sales Navigator
This tool allows you to target, reach, and engage with prospects deliberately and efficiently, all while tracking data and changes that make it necessary for you to sell effectively. You can also integrate the tool with your CRM software.
Best of all, you can request a free demo, and trial the product for free to see if it's a good fit for your team.
If your sales team shines with face-to-face contact, but is finding it more difficult than ever to book sit down meetings with prospects and customers, Zoom is the perfect solution. Video chat conferences foster relationship building, without ever having to worry about travel and other cumbersome aspects of sit-down meetings.
Additionally, Zoom meetings can be recorded -- making it a perfect tool for training.
7. HubSpot Meetings Link/Calend.ly
Sick of spending time emailing back in forth to get a quick meeting on the calendar, trying to find a time that's perfect for everyone involved? Leverage tools like HubSpot Meetings or Calend.ly that integrate with your calendar and allow openings in your day to be seen by anyone trying to book with you.
Pro Tip: Use this tool ahead of trade shows to book sit down meetings with key prospects, too!
Never worry about poorly written emails or grammar flubs again with this simple chrome extension. This AI-powered writing assistant catches all of your mistakes before you send them to a big prospect.
5 Can’t-Miss Sales Training Opportunities
Our team is obsessed with sharpening our sales and marketing skills year after year.
Here are some of our favorite ways to do just that:
1.The Inbound Sales Certification
Taking HubSpot’s Inbound Sales Certification Course, and making sure your certification is up-to-date is one of the best ways to make sure your inbound sales skills are sharp.
Plus, it’s free!
2. The Sales Enablement Certification
This online course promises to bridge the gap between marketing and sales teams with strategies and tactics from over 25 world-renowned leaders.
And, again, it’s free -- so there’s no excuse for not taking advantage of this amazing sales learning opportunity.
3. INBOUND 2020
The INBOUND conference is the best place to get ahead of the curve for sales (and marketing, of course) in 2020 and beyond.
If this year's conference was any indication, next year will be a can't-miss opportunity. Watch our takeaways below:
4. SprocketTalk Podcast
Don't have time to sit down for formal training? Sprocket Talk has you covered with podcast episodes that offer helpful marketing and sales takeaways in digestible snippets. Listen on your way to work, during lunch, or whenever works best for you.
5. HubSpot Partner Specific Bootcamps by Dan Tyre & David Weinhaus
These helpful bootcamps for HubSpot partners help agencies close bigger retainers, move prospects through the pipeline more quickly, and hone crucial sales skills.
4 Sales and Selling Best Practices
Being successful in sales can be as simple as changing some of your habits.
Swap out some of your old bad habits for some of these great new ones in 2019:
1. Sending A Great Recap
This is an area where almost every salesperson can improve.
Sure, you’re sending recaps after most sales calls, but are you sending great recaps after every call? Probably not.
Get in good habits now by taking detailed notes on the call, and sending a timely recap every. single. time. Not only does this impress your prospects, but it leaves a paper trail that your teammates can follow.
2. Conversations with Sales Peers
Don’t be afraid to seek out advice and feedback from your colleagues often.
It’s true that two heads are better than one, and you’ll be surprised the gems you might shake loose when talking with your peers.
3. Don’t Neglect The Classics
Yes, digital resources are great (we had a whole section on them, after all), but in your tech savvy pursuit of knowledge have you abandoned traditional book reading?
Reading acclaimed sales books when combined with digital methods and traditional trainings is a well-rounded way to make sure sales insights sink in.
4. Automate When Possible
Leverage marketing automation to help your sales team out when possible. Write trade show follow up emails in advance, and schedule them to send after the show to take some of the load off of the sales team. Or, nurture MQLs into SQLs using education sequences to help move them through their journey more quickly.
3 Sales Must-Haves
Even with all of the above sales toolkit items in place, there are still a few simple things our team can’t live without:
1. Coffee & Snacks
Our team is comprised of people that believe a great cup of coffee can change your whole outlook on life. Or, a delicious Fruit Rollup.
Make sure your sales team is stocked up on all the snacks and caffeine they need.
2. A Sit / Stand Desk
Do you ever find yourself pacing when your on the phone?
For some reason, it seems like sales calls just go better when you’re standing. Equip your sales team with a sit / stand desk for when their making calls.
3. A High Quality Headset
Conversations are more natural when you can be hands free taking notes, speaking clearly, and hearing the prospect well.
Never try to balance your phone and talk at the same time -- just invest in a nice headset.
Looking for even more resources?
We love talking about and sharing tips for all things inbound sales and marketing over on our YouTube channel.
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How to Audit your Online Marketing
If you are executing digital marketing, congratulations! You are most likely already one step ahead of your competition, and making strides to meaningfully connect with prospects online. But, how do you know if you’re seeing continual success year over year, and improving your metrics?
Without the tools in place to analyze and benchmark your efforts, it is impossible to scale your online marketing and ensure continuous success.