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He Said She Said - An Inbound Sales & Marketing Podcast
26 minutes | Feb 12, 2016
Episode #25: Why Change and Storytelling Matter in Sales and Marketing
Read the Show Notes: It's been an interesting couple weeks. It's still sort of the beginning of the year, as Kathleen sees it. We've on-boarded several new clients, which has been great. We've on-boarded several new employees, which has also been great. All that growth and change is exciting but can also be really stressful. With it comes concerns that your new employees are getting up to speed quickly enough, that they have what they need to succeed. Onboarding new clients seems to inevitably come with its own set of concerns. Are they getting what they need? Are they seeing results? We're so focused on results and getting results quickly with inbound marketing is not always easy. It's not a short game, it's a long game, but Kathleen still likes to get some quick wins for clients. The one constant is change. Change is disruptive and stressful, but I look at change as something natural. Nancy Duarte from Duarte Design she does a phenomenal job of talking about storytelling. I would say that in place of storytelling and stories you could look at change within the services that we offer and marketing, and that the path of a story, the universal truth for a story and the different sections that you have map perfectly to our marketing engagements and the campaigns that we build as a part of our marketing engagements. I ended up staying up late, and I Googled Nancy for another half hour, and I watched her TED talk and got even more invested in it because it's so fantastic. Kathleen was like, "You're trying to make me think philosophically at 11:00 at night. Are you nuts?" Now that she's had a few days and mornings specifically to look back at what I showed her, it's actually pretty interesting and it does apply to a lot of things. The Cycles of Relationships & Change To bring this back down to Earth and to what we're talking about, it's just about relationships, and the cycles that you go through, and communication, and the way you interact with other people – whether that's with a marketing agency, whether that's with your sales people, whether that's with your director of marketing, whether that is with your clients as we talk about, your children, your family, whatever. Any kind of relationship, any kind of communication cycle, goes through this progression that she talks about.
27 minutes | Feb 3, 2016
Episode #24: You Need to Know Your Business' Why
One of the things that can test a good marriage is a big snow storm. Kathleen says we have this particular dynamic between the two of us where, when it comes to big storms, she's like a doomsday prepper. She likes to have every I dotted and every T crossed, and she thinks it is the mother in her who's like, "I want my family to be comfortable," and, "We'll have all the food," and, "We'll have all the alcohol." We know eleven years into our marriage have figured out that the solution is she makes a list of everything she wants me to do. Then we will survive in the metropolis of Annapolis where there's a Royal Farms two blocks away, countless hotels within a mile. More resources than the entire capitals of third world countries. The storm wreaked havoc in our part of the East Coast. We're in Annapolis Maryland, and we got 25 inches. The reality is that this region is completely unprepared for it. As a result we're behind on recording podcasts. But sometimes we don't even know what day of the week it is, because our child hasn't been in school for over a week. It's been an interesting week so we're behind. And now it's after 9 p.m. We've eaten our dinner, we've had a couple cocktails, and we are holed up in the basement hoping for some quiet from kids and dogs, and settling down to record this podcast. So buyer beware - who knows what interruptions will occur. Why are we talking about this? The "why" – that's why we're here. THE WHY IS THE PURPOSE BEHIND EVERYTHING Understanding the why and the purpose of what you're doing. This kind of came to light because last week Kathleen had the opportunity to tend a communications workshop put on by Skyline Technology Solutions. One of the things they talked about was understanding the "why" of why you're doing this. Why does your company exist? And as part of this exercise they showed Simon Sinek's famous Ted Talk. (If you haven't seen it, I highly recommend it.) It's about how he came to the realization of this is the differentiator. Most people sell on the how and the what, but those aren't the differentiators when you're trying to connect with your audience. Really the only way that you can connect with an audience, and the strongest connection that you could make, is the "why" connection. Kathleen would argue you can differentiate on who and what,
29 minutes | Jan 20, 2016
Episode #23: How Sales & Marketing Can Help Each Other in 2016
READ THE SHOW NOTES: Today's episode is a little different than our professionally recorded episodes from our world headquarters in Annapolis, Maryland. We have left the sound booth and traveled to our house, where we are holed up in a room with the door closed, fingers crossed that we are not interrupted as we record this. (There two nine year old boys playing video games following a sleepover, and they are hooting and hollering as they do it, along with two new puppies that we adopted a month and a half ago probably eating the pillows in our living room as we speak!) Kathleen's appreciating having the opportunity to shut the email off and not have a formal schedule, but it's been hard for me, with a lack of structure. I have a much more difficult time not having a routine, and I'm sure it's part personality and part ADD. I'm working. But you have to be able to shut your brain off for a while, give it the space to recharge. Then when you come back, that's when you do your most creative work, have your best ideas, and you're at your most productive. SALES AND MARKETING ARE EVOLVING That said, in thinking about New Year's resolutions, I had this fictitious conversation going on in my mind about the marketer and the salesperson sit down – kind of like talking to myself in my own head. Having that conversation and knowing that both sides need to continue to evolve and change to work closer together and maybe break some bad habits and maybe reach out where they need help or just improve communication and really get to that model. I think that in 2016 you're going to hear a lot about revenue teams. Why do we need three different departments to get and keep customers – marketing, sales, and customer service? Why can't it just be one? It could be called the get and keep customers department. I am the Director of Getting and Keeping Customers! It's as simple as that. What are you measured on? How many I get and how many I keep! Okay, so if alignment is going to be such a big topic this year and closing the gap between sales and marketing, then it seems like it would be important for the people working in those departments, until they are one department, to gain a better understanding of the others. For example, how can a marketer help a salesper
29 minutes | Jan 13, 2016
Episode #22: 2016 Sales and Marketing Trends
READ THE SHOW NOTES: One of the things we find ourselves talking about a lot with clients who are doing their 2016 planning is, when you're looking at everything from the 30,000-foot level, what are some trends that are coming to the forefront in marketing and sales? So today, I'll be talking about trends in sales, but first, Kathleen has some predictions for marketing. THE CONTINUING RISE OF MOBILE Audiences are increasingly becoming mobile. If you did not already know then there is an awesome little data point to support this, which is that in May of 2015, it was the first time that mobile search traffic exceeded desktop search traffic. First time ever. Analysts expect it to simply continue going in that direction. The days of desktop search being dominant are in the rear view mirror, and there may not be any such thing as a desktop at some point. I don't think so. (My eyes aren't that good.) However, Kathleen's point does stand. The reality is that things are going mobile. In the conversation she had with a client's board earlier this week, what she said to them was, "You should start thinking about a mobile app for your organization. You don't have to do it tomorrow, you don't have to do it in the first quarter, but in 2016 you really need to look closely at if your audience is primarily going to be connecting with you using a mobile device, how can you make the content that you're creating more easily consumable on mobile? How can you make the user experience better on mobile? Begin to budget for that. Maybe you build your mobile app in 2017 but you're going to need to start to find the funds for it next year." BUSINESS INTELLIGENCE AND DATA For sales, I predict business intelligence is going to become much, much more important in the world of both sales and marketing. Little facts like, "Most sales reps, four out of five of them do not have business intelligence on prospects before they call these prospects." These might be an inbound lead or somebody that converts on a forum. Not sharing that information with the sales team and making it available to your either business development team or your business development rep or the sales person; whoever is following up on that inbound marketing. Having a real understanding of the business intelligenc
32 minutes | Jan 6, 2016
Episode #21: 2016 Web Design Trends with Jessie-Lee Nichols
Today my partner in crime is not Kathleen, our fearless CEO. We have a special guest star, five certification HubSpot queen and our Art Director, Jessie-Lee Nichols. In April, Jessie-Lee will be coming up on five whole years with us, which is a long time. Her background is in graphic design, and she's known she wanted to be a graphic designer since she was 12 years old, when she became involved with her father's own website redesign process. I think that one of Jesse-Lee's mantras that I've always heard her say since she joined Quintain was that, "You were going to rid the world of ugly websites one site at a time." I love the ambition there. And you know what? We have seventy-five down and millions more to go. Let's talk about next year. GROWTH-DRIVEN DESIGN Jessie-Lee has been pounding the Growth-driven design drum which will take us on a little bit of a tangent here. She explains that it's new for the marketing world. We've been explaining this concept to a lot of our "techie" clients, those guys that are really ingrained in IT. This is not a new concept to them. It really follows along with agile, working on a point system, against the list and things like that. With traditional web design, you say, "Okay. My websites tired. It's been eighteen months, or two years since I've redesigned it. I'm going to put this RFP out there or find a company or something to get somebody to redo it." Then you'll spend anywhere from three to six months redoing your website tirelessly. You're looking at button colors. You're looking at fonts. Is it evoking the right tone? All of this nonsense, and what do you do? Eighteen months later you're doing it again. It's this painful, terrible process for most everyone involved. Growth-driven design flips that dynamic. When you do traditional web design, you're sitting with your designer, your developer, your marketing company and you're making all these assumptions. You're saying, "I think visitors are going to go down this path. They're really going to click on this color as opposed to that color, and we need to make all these changes." Growth-driven design allows the website to do all of that assuming and thinki
25 minutes | Dec 3, 2015
Episode #20: Why Leaders Need To Be Engaged In Content Creation
READ THE SHOW NOTES: Today we’re going to talk to you about an engaged leader. In running our own marketing agency, we are lucky to get to work with a lot of different organizations. But while each of those organizations has a leader, no two leaders are the same; they have different styles of leadership. It’s interesting, because we have a unique window into how they function, specifically when it comes to their role in their company’s branding and content. This is especially important, when it comes to establishing a brand’s public authoritative voice out in the marketplace. This day and age, it’s a given that a company is going to be creating content, trying to establish their digital footprint in the market. And if they’re not, that’s a different story - if they haven’t made that investment, there are larger challenges at play. What Kathleen finds the most interesting is that many of these leaders understand and recognize the importance of a robust online presence, but only in certain instances does that translate into C-level participation in content creation. It’s quite curious. This is especially true when you start thinking about how connections are made in this day and age - online. You’re making digital connections today. Probably the most common relationship platform is LinkedIn, for making business connections. To the point where people are now creating content exclusively for use and publication on LinkedIn. When Kathleen looks at the range of clients that we work with, one of the things she finds fascinating is the outcomes of inbound and content marketing for those who have that C-level participation and buy-in versus those who don’t. EXAMPLE 1: GIBSON We’ve been working with Gibson, an Indiana-based insurance company, for a few years now. They’re a great, independent agency. And their CEO, Tim Leman, is constantly on everyone’s list of top leaders in his area. Even before we started working with Gibson, Tim was blogging, because he already understood the importance of establishing his own personal brand. In fact, has also published a book, and is now working on a second. He’s probably the bes
28 minutes | Nov 20, 2015
Episode #19: What Is the Inbound Sales Methodology?
Today, we’re talking about the inbound sales methodology - which is all the buzz recently. But did you know that, until now, no one made an attempt to define what the inbound sales methodology is? Not even HubSpot, the creator of inbound marketing. This is why we started the Inbound Sales Academy as a second company. And we are excited to share with you today, in detail, what the inbound sales methodology is. "DID YOU KNOW, UNTIL NOW, THAT NO ONE MADE AN ATTEMPT TO DEFINE WHAT THE INBOUND SALES METHODOLOGY IS?" WHAT IS THE INBOUND SALES METHODOLOGY? As many of you know, we’ve been HubSpot partners for a long time, and a big supporters of inbound as a strategy for attracting visitors to your website and converting those visitors into leads. But we have seen a disconnect between visitor-to-lead and lead-to-customer conversion rates. Something is broken at the bottom of the funnel. We’ve heard a lot of things about this - alignment between marketing and sales, etc. - so we decided to take a look traditional sales methodologies. But first, I want to define the difference between a methodology and a sales process, as these two concepts are commonly confused by many. A methodology is a universal action plan or approach to something, whereas a process is very specialized and individualized. For example, a company may have a specific sales process - you may need to define the budget authority, timeline, the needs, etc. You also might have to do a demo before you can provide a proposal. The methodology is the approach you use in the process, which might be consultative spelling, the Challenger Sale, spin selling. But none of those really address inbound sales well. The Inbound Sales Methodology supports the way buyer’s like to buy. It supports their desire to self-educate and consume content. And a lot of ti
25 minutes | Nov 6, 2015
Episode #18: Why Reporting Is the Key to Sales & Marketing Alignment
This week, Kathleen and I sat down and talked about how important a transparent reporting framework is key to sales and marketing alignment, with a focus on: Why many businesses avoid reporting What you should be reporting on How much you should be reporting The best reporting platforms And more... Listen to the episode to hear it all, or read the show notes below. Read the Show Notes: Today we’re talking about reporting, a topic Kathleen recently hosted a webinar on. (FYI, we host a monthly webinar series!) During the webinar, she discussed the importance of reporting, as well as what metrics should be tracked. Then she had a call with a client later in the week, and our discussion touched again upon reporting. Specifically true closed-loop reporting. To do that, you have to be able to say how many visits you really had, how many of those visitors converted on an offer, and then how many of those leads turned into customers. The conversation surprised Kathleen. They said, “Why would we want to do that? Our sales team for closing our leads.” They went on to say that their sales team might think they’re trying to take credit for those closed leads, or they’re not going to be happy with the number - creating a problem where one doesn’t exist. It’s an understandable concern. But Kathleen also thinks it’s the wrong approach. Misconceptions About Reporting You’ve got to have that information. Because if you can’t measure it, you can’t manage it or make it better. In fact, she doesn’t see another way to really align sales and marketing without starting with a solid, comprehensive reporting foundation. I totally agree with her - it’s the key to alignment. It’s the key to smart decision-making. And any hesitations or resistance is usually rooted within the fear of accountability. Often people are taking credit for another’s accomplishment or believe something is one way, when in reality it’s another. Let’s look at it from a sales perspective. According to the recently-released State of Inbound from HubSpot, only one in five sales reps con
26 minutes | Oct 30, 2015
Episode #17: How to Implement Sales Training That Really Works
Today we're talking about training in sales and marketing - the good, the bad, and the ugly! This is something that is near and dear to Kathleen’s heart. Because, as many of you may not know, Kathleen has an extensive training background. Prior to us starting Quintain, she worked at a consulting agency with a training academy, where she helped develop online training programs. And through this experience, she knows what works, but also what doesn’t work. Video Training Alone Doesn’t Work This is important, because, as inbound has gained more traction and matured, she’s noticed in the past year or so there has been a deluge of agencies and other organizations purporting to offer training in this area. But once you scratch beneath the surface of this new inbound marketing and inbound selling training landscape, all that’s really there are on-demand training videos. Videos are a valuable training tool, of course. That said, someone isn’t going to really learn what they need to learn just from videos alone. Kathleen says this is a failure of our industry, but with the caveat that there is a difference between continuous learning and learning a new skill. Videos are great for continuous learners, who are looking for a refresher or keeping things top of mind. However, if you’re looking to obtain a new skill, as opposed to maintaining a pre-existing skill, a completely different training approach is required. She says it doesn’t matter if we’re talking about marketing or sales training; if we’re talking about learning new skills, videos aren’t going to cut it. Constant intervention is required. What Kind of Training Programs Work? In her experience, Kathleen has learned the very best training programs are those that combine classroom-based teaching (virtual is fine), practical application of knowledge, interaction and discussion through peer learning, coaching and some kind of individualized planning for how new knowledge will be implemented going forward. And in our industry, many of these components are not in place in most of today’s offered training programs. For me, this begs the question: “Why is this such an issue?” First, all of the factors Kathleen outlined are a lot of work. And the
29 minutes | Oct 15, 2015
He Said, She Said Episode #16: The Importance of Building Trust in Sales and Marketing
In light of recent events, Kathleen and I sat down this week to talk about trust, including its role in our society, as well as the impact it has on marketers and salespeople, as well as brands as a whole. The focus of our discussion includes: THE BIGGEST LESSON ABOUT TRUST FOR MARKETING IN SALES THE BEST WAY TO WIN CONSUMER CONFIDENCE WHY SALES SHOULDN'T BE EVERYTHING TO EVERYONE HOW CONTENT IS THE KEY TO A BRAND'S AUTHENTICITY Listen to the episode to hear it all, or read the show notes below. READ THE SHOW NOTES: A few weeks ago, Volkswagen stunned consumers and regulators alike when it was revealed that 2016 diesel model vehicles had software installed that was designed to intentionally cheat emissions testing. This begs the question, how does anyone in this day and age think that the truth won't come out about stuff like that? In the case of Volkswagen, this scandal not only broke the trust between them and consumers who already own Volkswagens, but also anyone who may have considered buying a car from them in future. This got us thinking about the concept of trust, and what place that has in our society today. THE VALUE OF TELLING IT LIKE IT IS In looking at the current pool of presidential candidates, Kathleen highlights that many of them aren’t Washington insiders. They’re from outside the Beltway, and they’re speaking their minds. As a result, they're running on a platform trust that is implied their candid stances. Personally, I don't believe Donald Trump is running on trust – nor is he the trustworthy candidate. But Kathleen rightly points out there are different ways to define trust. Because when you hear Trump speak, you don't think he's pandering to voters, for the most part. You buy into the notion that he believes the things that he says. Which brings us to a larger truth – if people think you're just saying what you think they want to hear, it undermines your credibility. This is something I don't think the big brands get yet. The control over their brand no longer resides within the corporate walls of the company. It's made up of employees and the trust that they bring to the marketplace.
29 minutes | Sep 18, 2015
Episode #15: How to Hire an Inbound Sales Rep
This week, we spoke with special guest John Shea. John is our co-Founder in The Inbound Sales Academy and an experienced sales consultant. He is also Quintain's Director of Inbound Sales Enablement. The focus of our discussion was on how to hire an inbound sales rep including: Where to post the job in order to attract the best candidates What skills are needed to be successful at inbound selling Tools you can use to objectively assess your sales rep candidates How to design a hiring process that is quick, efficient, and will yield great candidates Listen to the episode to hear it all, or read the show notes below. Read the Show Notes: We recorded this week's episode shortly before leaving for HubSpot's INBOUND conference in Boston, where Kathleen is speaking during the Partner Track about how Quintain has added sales enablement services
33 minutes | Sep 2, 2015
Episode #14: Getting More Bang for Your Buck at Trade Shows
Today we’re talking about trade shows - that necessary evil! As much as we live in an inbound world (especially here at Quintain where we provide inbound marketing services), the fact of the matter is the vast majority of the world still lives in an outbound marketing world. And trade shows are a huge piece of that. Kathleen had one of our clients ask her the other day about combining inbound marketing with outbound marketing - something which she wrote a fantastic blog about not too long ago. Even if, like us, you’re a huge advocate of inbound marketing, you can’t be so wedded to one approach that you become unwilling to include others. In fact, there is a big place for outbound marketing in inbound marketing than you might think. This topic is very timely, since our team is getting ready to head to Boston for INBOUND, HubSpot’s annual conference. We’re going to be up there September 8 through September 11 and we’re really excited to once again bring a big group of our marketing team to the show and watch their faces light up with inspiration.
25 minutes | Aug 26, 2015
Episode #13: Which Comes First, Sales or Marketing?
In honor of the end of summer, we cracked open a few Bud Lights on a Friday afternoon to talk about "which comes first, sales or marketing?". In this week's podcast, we conver topics including: Can companies successfully implement inbound marketing without making changes to their sales process, team or department? Is your sales team prepared to work inbound leads? How to involve your sales reps in your inbound marketing strategy Listen to the episode to hear it all, or read the show notes below. Read the Show Notes: Kathleen and I have been participating in a Sales Mastermind group that HubSpot organized for the small number of their partner agencies that have begun to offer sales advice to their marketing services clients. The group has been a fantastic forum for sharing challenges relating to sales and marketing, and one of the themes that has come up again and again is that marketing and sales are often silos, with little collaboration or alignment.
26 minutes | Aug 12, 2015
Episode #12: When to Walk Away from a Deal
In this week's episode of He Said, She Said, we talked a lot about the criteria businesses should be considering when evaluating leads. This goes beyond demographics and touches on things like the prospect's attitude about your product/service, their expectations, and whether they really value - and are willing to pay for - what you do. It's a hot topic that has been on our minds lately as we work towards our goal of bringing on larger clients, and something that plays into our decisionmaking about whether or not we should pursue a lead or walk away from a deal. I hope you enjoy the discussion and would love to hear your thoughts about this topic. Listen to the episode to hear it all, or read the show notes below. Read the Show Notes: Today, we're talking about how to find - and keep - the right clients. This has been a transitional year for Quintain. Kathleen had the opportunity to attend the Goldman Sachs 10,000 Small Business Program earlier this spring and, through that program, worked on a growth plan for our business. As a result of that exercise, we realized we needed to go after bigger clients - not simply for the sake of getting bigger clients, but because larger retainers would give us the ability to hire the right team and deliver great results for our clients. In
28 minutes | Jul 29, 2015
Episode #11: The Marketing and Sales Hand-Off
The marketing and sales hand-off tends to be one of the key weaknesses that companies practicing inbound marketing face. We've seen this more and more in the past several months as we have started offering sales consulting services to complement our inbound marketing services, and when it is not addressed, it can have a major impact on the bottom of the funnel. When the bottom of your sales funnel isn't working well, it means you're not converting leads into customers. That's a big deal when you consider that bringing on new customers is THE WHOLE POINT of investing in inbound marketing. Earlier this Spring, we saw this situation with a new client that we brought on. They had been practicing inbound marketing for a few years and had very healthy visitor growth and lead generation, but they weren't closing (or even really working) their inbound leads. As a result, this was their top priority when we began working together. When our Director of Inbound Sales Enablement, John Shea, started working with them, one of the first things that he asked for was their sales process. I should note that he did NOT say "tell me what your sales process is." Instead, he said "give me a copy of your sales process." This distinction is important because a sales process needs to be something that is written down. When he asked for their sales process, he received four different documents from four different peop
27 minutes | Jul 21, 2015
Episode #10: Creating Great Inbound Marketing Content
This week, we're talking about content creation. Not just writing blogs, but really what it takes to create great inbound marketing content. We cover topics including: How inbound marketing workshops can help build a culture of content creation within your company Why creating a Culture Code can help you close more deals What makes great content Who should create your content And finally, tips for making the content creation process easier and faster Listen to the episode to hear it all, or read the show notes below. Read the Show Notes: This week, our theme is content. We're not just talking about writing blogs and creating ebooks - we're talking about creating an inbound culture within your organization and getting everyone, from the top to the bottom, bought in to the process of content creation. It all starts with building your internal culture and developing buy-in. Workshop on Workshops - or "WOW"
28 minutes | Jul 7, 2015
Episode #9: Building a Career in Inbound Marketing
The theme of today's episode is graduation. Today, our daughter graduated from high school and we spent the morning at the ceremony. This got us thinking about what the future has in store for today's graduates and specifically, what types of skills a college graduate interested in a career in marketing should possess. In today's graduation ceremony, the head of her school's Board of Trustees made a statement that had a big impact on us. He said that in four years, when these high school graduates complete college, 50% of them will be in careers that do not exist today. He then went into some of the things that have changed in the last ten years. Ten years ago: There was no iPhone Tweeting was a sound that birds made "Skype" was a typographical error Whoa! This got us thinking even farther back to when we were in college and the internet didn't exist for most people. Now, it lies at the core of how we live. Advice for graduates Given the accelerating pace of technological change, what advice should we give our children and what advice would we give to a recent grad regarding the skills that they should focus on as they enter into the job market? There is, of course, no right answer to this question. But in our opinion, some of the key basic skills new graduates need to develop if they want to work in the field of inbound marketing include: Writing
29 minutes | Jun 30, 2015
Episode #8: 10 Years of Inbound Marketing & Sales
This year is a big one for us. Not only is it Quintain's 10th anniversary, it is also our 10th wedding anniversary. It's been an amazing ride, both personally and professionally and we're so fortunate to not only be married to our best friend, but to be in business together. Being an entrepreneur can be one of the loneliest journeys, but having someone to travel down that path with and knowing that they have your back NO MATTER WHAT is incredible - even if working together does mean that we sometimes bicker and drive each other nuts! We've learned a lot in our ten years in business and had successes and failures. Here are a few of the things that stand out as we look back on those ten years... Having the Right Team is Key A big part of what gets us excited to come to work every day is the team of people we work with. We're lucky that at Quintain Marketing, we have a great group that not only loves to work together - many of them have become friends outside of work as well . Recently, three new people joined our team: Crystal Monkman (Senior Account Manager), who comes from several years working on the Got Milk? campaign and brings a wealth of experience with big agencies and multimedia marketing and advertising. John Shea (Director of Inbound Sales Enablement), who has been an agency owner and sales consultant, coach and trainer to a variety of businesses, big and small. Rich McElaney (Director of Sales), who has more inbound marketing industry experience than any of us and knows how to ask the HARD questions that help us as an agency more effectively deter
27 minutes | May 18, 2015
Episode #7: Interview with HubSpot's Brian Halligan
I'm SO excited about this week's episode of He Said, She Said! We've been hinting for weeks that we have big news about a guest and now I can tell you that our mystery guest is Brian Halligan, HubSpot Co-Founder and inbound marketing rockstar. We covered a LOT of ground in this week's episode, from the history of HubSpot, to the future of inbound marketing and sales. If you want some insight into where the world of marketing is going, this episode is for you. Listen to the episode to hear it all, or read the show notes below. This week, we're joined by HubSpot co-Founder Brian Halligan. Quintain is a certified HubSpot Partner Agency, and our partnership with HubSpot has really helped fuel our growth and transform our agency from a local marketing consultancy to a national inbound marketing agency. Our conversation with Brian spanned a number of topics. He shared with us that he is an introvert who has to perform like an extrovert. His HubSpot co-Founder, Dharmesh Shah, is even more of an extrovert than he is, and this means he needs to step to the forefront as the face of the company. One of the ways he manages this and recharges his batteries is by working from home once a week and taking some time
33 minutes | Apr 29, 2015
Episode #6: The Death of the B2B Sales Rep
In this week's episode of He Said, She Said we're talking about the findings of a recent Forrester report called "Death of a (B2B) Salesman." In the executive summary, the experts at Forrester state: "Forrester forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. While B2B buyers overwhelmingly prefer to research, and increasingly buy, products and services via a self-service website, B2B sellers still force buyers to interact with their salespeople as part of the purchase process. This report describes how and why B2B eBusiness and channel strategy professionals must radically transform their historical sales models to accommodate a real-time and global buying environment where websites, not salespeople, are at the heart of how B2B companies buy and sell." We had a pretty lively debate about this (with a few expletives thrown in) and other related issues including whether companies should post their pricing on their websites. Listen to the episode to hear it all, or read the show notes below. Read the Show Notes: Forrester's new research report "Death of a (B2B) Salesman" makes some pretty bold statements about the future of sales in a B2B environment and the title seems to indicate that today's B2B salesman is going the way of the dinosaur. I couldn't disagre
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