Like an old friend, Josh Curcio reached out to say “hey” to a lead. Josh knew 2 things: that the prospect, a sales director at a company he last spoke to 7 years prior, enjoys mountain biking and that the company was recently was in the news because of a video about the company that appeared on Facebook.

The annual Inbound conference is awesome for a variety of reasons. It covers marketing, sales, leadership, culture, growth, and more. There's a ton of great inspiration. The networking opportunities are endless. And the parties...well, let's just say they're a jolly good time. ;)

As a marketer, nothing's more frustrating than consistently improving your website traffic with SEO, but failing to convert more website visitors into sales leads.

Have you ever been in one of those "hindsight is 20/20" situations? You're not alone.

Two years from now, you don't want to look back and say,"Imagine where we'd be if we started inbound sales two years ago!"  While the methodology is still new compared to traditional sales methods, it's absolutely worth the time and effort to implement.

Every B2B company needs a CRM system. Not a contact list in Excel - an actual integrated CRM.

A full CRM stores your contact information and history: prospects, leads, current and past customers, and more. This database is the central location for storing, tracking, and keeping all visitor activity and info up to date.

Only 54.6% of sales professionals meet their sales quota. That's a pretty dismal number. Although there are many things that affect performance, B2B sales prospecting (or lack thereof) has a direct impact.

The way people buy has changed.

That means marketing, advertising, and selling methods have to change as well. Old tactics are useless against new habits, channels, and expectations. For marketers, inbound marketing is the answer to new buying behaviors.

For salespeople, the answer is inbound sales.