This article The Sales and Marketing Responsiveness Imperative was originally published on Sandhill.com on 1/27/14 and is republished in its entirety here. 

With 2013 wrapped up, if I asked you how much your company spent last year to generate marketing leads, could you tell me? Could you tell me the percentage of those leads that your company followed up on?
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At the Sales 2.0 Conference last month I sat in Phil Harrell, VP of Enterprise Sales at HubSpot’s presentation entitled Inbound Sales. In our interview after his talk, I asked Phil what he meant by inbound sales.

What is Inbound Sales?

“There has been a dramatic shift in how people buy. Buyers today have all of the information in their control. Inbound Selling is about providing tools and behavioral intelligence, so that salespeople are armed with the contextualized, personalized information they need to have meaningful conversations.

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