We discussed, why a sale process is so important.Those that don’t have a sales process, what should they focus on:1) Data- understand what is actually happening, 1-3 months to start benchmarking, leverage HubSpot free CRM2) Reading books, learn from books and employ their ideas8:35- Knowing it’s importance, why aren’t people defining a sales process.Commitment and tenacity, building a process, most sales people are not trained to do this, not always afford the time to see what is working.Help them come together, think about future deals, give yourself enough time to build out sales process.60-70% of people listening to this podcast, haven’t given themselves permission to slow down, target, re-set, take away things not working, train, provide sales enablement tools, track it and come together.Turnover of reps, churn mill, red light. Stop, slow down assess and figure out what’s happening.14:50 How does churn affect culture?Innovation in sales, what is and isn’t working with Inbound marketing?Millennials do not want to be left alone. They want feedback support and know they can innovate safely. It is a time for change and innovation.Growth pains lead to growth gains.19:45 Cultural shift, being honest and owning your vulnerabilities, lean in to it.20:15 Objective and key results (OKR’s) only work if the executive team is the first to lead them.We must do the same thing with vulnerability.21:15 B2H, essence of success, people want real talk now, emerging trends.We encourage people to adopt #vidyard, integrate video.24:55 WIFM26:43 Swimming ExampleSEO value in the B2B space, focus in the Awareness stage with Inbound marketing.32:25 Are we making people click? How do you know without tracking?Are you getting a 20% conversion? What are we aiming for? Is it realistic and achievable?Are you willing to test, measure and look to improve, build the muscle?35:35 Google Analytics, not an easy-to-use tool in my opinionGoogle Ads, you need to be using Google Analytics, if you don’t have time, work with an Ad Agency.FB and IG for paid addsIG. Need to have really good creative, test messaging. FB offers Incredibly detailed levels of targeting questions.37:30 HubSpot Analytics for returning traffic to website, separate from your anonymous traffic.39:30 Spend the time targeting your audience 20% conversion rate on landing page, chat bots as well, important and emerging trend.Look at problem and the ways you could solve it, what’s in your wheel house?If people are looking to start increasing their inbound marketing how can they get started:49:00 Build one funnel to attract at the awareness stage- help them consider their options, even though it may not be yours.Connect with Alysha at tangiblewords.com via chatbot.If you would like to watch the interview, see our YouTube channel below.https://www.youtube.com/channel/UCLQ27Xr17zXZjKJCAlFcLNQFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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