Grant Greene’s Post

Great read on the state of the state in CRM. In one corner: the giant blue cloud. In the other, a bazillion different apps that do one thing really well and then have copy cat features for everything else. Really like his read on Slack being a game changer for Salesforce.

Spreadsheets are confusing. Email threads are a time kill. And manually "qualifying" leads? More like guessing ¯\_(ツ)_/¯ The best GTM crews are dumping the old playbook. They are embracing the new way and making buying simple for their prospects by: - Slashing response times - Automating qualification - Using real-time meeting data to optimize sales & marketing efforts - Getting crystal clear visibility into where qualified meetings are coming from and how they perform further down in the pipeline Want to see HOW the pros are doing it & crushing their numbers? Hit that link👇 to join Abijit Hariharan 🦸 in a live session. He has helped hundreds of B2B companies turn 85% of their demo requests into meetings held btw. So he knows a thing or two. ;) https://lnkd.in/gwuyxjbT It's happening tomorrow at 1:30 PM EST. P.S. Your competition's probably reading this too. Just sayin'.

Imagine… Your event booth is booming. You’ve got queue upon queue of excited prospects to talk to, and you’ve collected hundreds of leads through your event-rented badge scanner. Then reality hits. Where are all the important notes and lead qual responses you need? And managing and distributing all those leads post-event is no small feat. Manually processed, it often takes days to retrieve the data you need. Not to mention that badge scanning doesn’t cover follow-up emails. Of course there’s a better option! A system that operates offline, requires minimal setup, promotes flexibility, seamlessly integrates with your CRM and provides instant lead capture AND follow-up... a system that streamlines the whole process and simply generates more business for you. Care to see it in action? https://lnkd.in/eGFz2Qef #eventtech #eventmanagement #leadcapture #datacap

Here’s how we ran 450 Events/yr + sourced $$$m in ARR at Gorgias. The playbook’s simple. We had the best follow-up in the game. All event attendees were added to an automated follow-up flow. That’s the key here. We generated more pipe with better coverage We sourced deals directly from events. We increased capacity beyond what an SDR team could handle. There's 4 levels of event follow-up that I've seen in the space. Level 0: No Follow-Up You go to an even. Don't follow up with anybody. Don’t do this. It’s a tragedy. Why even pay for the event? Level 1: Manual Follow-Ups The team does manual email follow-ups. Then they have to remember the 1 day later, 3 days later, 2 weeks later cadences. This is a mess of calendar reminders/CRM tasks This rarely gets completed. Level 2: CRM Sequences. You clean + upload the list, enroll in a sequence. Less human error. But it’s a distraction. 12 days later sending 15 LinkedIn messages breaks your flow. Level 3: Scaled Automated Follow Up. This is where you accelerate growth + have proper attribution. - Take the whole list - Mark it by Met vs. Didn’t Meet - Enroll them into sequence with dynamic variables Once the engine is built feed it with as many events as possible.. The new process Get List. Clean. Enroll. Vs. Someone manually cleaning the list. Splitting contacts among the team Building the sequences Spending days on different tasks getting back to the usual workflow. This is how we could run 400+ events/yr, Source millions in Rev with a positive ROAS. Get on the Automated Outbound train or get left in the dust. #ecomsaas

Want accurate meeting data? NO CHANCE If you're using Hubspot <> Google Cal that is... It's the subtle frustrations like people deleting meetings off their calendar's and Hubspot not recording them. How are you to get accurate meeting data & reporting? How are you supposed to comp SDR reps without it? Chili Piper thank you for this simple yet very important feature 🌶

Yesterday our team closed 20 deals. Here is how our #firstpartydata helped them do it: ➡ 8 of those 20 companies where identified using leadfeeder BEFORE they even converted into a lead ➡ This gave our reps on average a 2 week head start to prep those accounts ➡ Half of the identified buyers looked at our pricing, which is a very strong #intent signal ➡ With our CONNECT tool we have visibility into all decision makers and get full company dossiers in Salesforce ➡ When the sales cycle is dragging out the reps can immediately jump back on the horse 🐴 if a new visit is detected Yet, I'm not fully happy. We are still not obsession enough over this. It's a lot better when you integrate and automate these plays, i.e. systematically pushing visitor alerts to Slack or generating open pipeline activity reports from CRM. At Dealfront we call the habit of using our own tools: #dogchampagne 🐕 🥂

Marketers, listen up! It’s not just about collecting leads at events; it’s about converting them into meaningful connections. Exhibitors often wait days or weeks for lead lists, hindering crucial follow-up meetings. With ShowDayPro, we empower exhibitors to integrate tools like Calendly or Chili Piper to schedule meetings on the spot. Real-time CRM integration ensures leads are added to your funnel instantly upon scanning. Elevate your exhibitor experience and boost rebooking rates by maximizing ROI with ShowDayPro’s Lead Retrieval solution. Let’s make every event count! #EventProfs #EventMarketing #LeadRetrieval #EventROI #ShowDayPro

The future of #SalesAI is here – ZoomInfo Copilot is officially on the #market. ✨ With unrivaled buyer data and signals, tailored engagement recommendations, and AI-powered personalized outreach, ZoomInfo Copilot turns every seller into your best seller. 🚀 I’m incredibly proud to have been part of this launch, and excited to see this game-changing #GTMsolution in the hands of our customers. 💪 You can learn more and request a demo here 🔗 http://bit.ly/3UMYe6U #ZoomInfoCopilot #Sales #SalesLeadership #SalesStrategy #Salesforce #B2BSales #SocialSelling #ColdCalling #LeadGeneration #ClosingDeals #CustomerRetention #SalesProductivity #SalesMotivation #InboundSales #OutboundSales #SalesPipeline #CustomerSuccess #SalesTech #SalesMetrics #SalesProspecting #NegotiationSkills #SalesSuccess

🎄DAY 2 🎄 It's Day 2 of our HubSpot Hack-Advent and we're looking into how you can connect static lists to campaigns for seamless event lead management. What do we mean by this? Well.. we run a lot of events here at BabelQuest, from HUGs to our Behind the Hub series, which means we get a lot of new contacts in our CRM. Instead of just sitting in a static list, we attach them to campaigns for tracking and nurturing.  Here's how we do it: https://hubs.li/Q02b9NRr0 #HubSpotHacks #HubSpotTipsAndTricks #EventLeadManagement

HOLD. THE. PHONE. 😳 You can now add all the people (uh...10 or less) you need on your meeting link when booking a demo, intro call, or another meetup. Critical for sales roles - explained our latest HubSpot Hacks vid! https://lnkd.in/gx_q85sg