This months sales accelerators networking event at HubSpot featured Tim Bertrand (@TimBertrand), SVP WW Sales & Field Ops at Acquia. The focus of the session was how Acquia grew from zero to 100+ million in sales. Tim has lead sales at Acquia since 2009. Acquia was the fastest growing private company in the United States from 2008-2013 - as defined by Deloitte in their Fast 500 study. Tim was interviewed by Andrew Quinn, the Director of Training and Development at HubSpot. A big thank you to HubSpot for hosting and for providing free pizza and beer.
Another great networking event! This month's speaker was Glenn Gaudet, President & Founder of GaggleAMP, and the topic was Social Selling. Pete Caputa mixed it up a bit and let Andrew Quinn, the Director of Training and Development at HubSpot, ask the questions this time. When Andrew got a hold of the mic and started speaking, I turned to Carole Mahoney and said "Is this guy a radio personality?" I think he may have been joking around a bit, but I think he can definitely give Nick Sal a run for his money!
Ok, on to a recap of what we learned. Glenn focused on Twitter and LinkedIn as the two social media platforms to focus on for B2B sales people. Here are some tidbits from his talk:
I talk with Rick Roberge often. A couple of weeks ago, he told me that he was going to update his most read article in the past two years. Then he left for Mexico. He got back today and when he read my article, he said, "Great! Now I don't have to write it."
With more than 347 million users, LinkedIn is the most popular social network for professionals, and in turn, has positioned itself as one of the top social networks overall. Do you know if you are using LinkedIn to its full potential? In today's digital landscape, a strong LinkedIn profile is vital whether you are looking for a job or looking for new business. Here are your 10 things:
I am a huge Formula 1 fan. F1 is the pinnacle of motorsport. The most advanced cars, the biggest budgets, the fastest drivers are all part of the allure. The one thing F1 lacks, especially with the way the US covers the sport, is seeing the true personalities of the drivers. Sure, you see some candid moments from time to time, but mostly it’s a grand show. Driver interviews are usually conducted with the team’s PR person standing over the driver’s shoulder. For the most part, drivers are very politically correct about their feelings regarding on-track altercations such as collisions or crashes, disagreements with team decisions, etc…
I recently came across a video that transformed my impression of a driver: Fernando Alonso Documentary, Last Race with Ferrari.
I attended a BNI meeting once in 2008, but I had forgotten what BNI was all about. You can learn about BNI on their website, but the one memory that came back to me, and what I feel makes the group work, is their attendance policy and how it equates to accountability. Some people seek accountability at BNI, some at Chamber Events, I happened to choose Rick Roberge.
I enjoyed the networking opportunity and was able to reconnect with Chloe White, the Chapter VP who I went to CCSU with, and Adam Pavelchak, who I played soccer with at Bristol Eastern High School, both of whom I haven’t seen in over a decade! This was a far drive to make every Wednesday morning so I may seek out a more local BNI group to join in the future, but only for proximity reasons. This group had a lot of driven professionals! Here is a list of them along with a recap of the type of business they are seeking:
I just read an article on SI.com about my friend Paul Rogers. Paul, was the goalkeeper coach for the US Women's National Team, from 2009 up until last week where he accepted a job as goalkeeper coach for MLS's Houston Dynamo. Normally, this sort of thing doesn't garner attention, but the USWNT is heading into a World Cup this summer in Canada, and their star goalkeeper (arguable the best female GK in the world) has infamously grabbed headlines for off-the-pitch activities. Solo was just suspended for 30 days by US Soccer so, according to the article, Paul's abrupt departure raised some eyebrows.
First, a big thank you to HubSpot for hosting, and also to Pete Caputa and his team for organizing, and thank you to Rick Roberge for taking time out of his busy schedule talking about sales to talk about sales! It was refreshing to hear that I am not alone with some of the sales challenges, but also reassuring to listen to Rick share some of the same advice that he teaches in our coaching sessions.
I was speaking with my sister-in-law Alison over the weekend, and we were discussing buying/selling houses, renovating, and how much work, in general, houses can be. She was reminiscing about her first house, a cozy Cape that they bought in rough shape an put so much sweat equity into. It was a labor of love for almost 10 years. When it came time to sell, they decided to invest some money into upgrades on the house in order to maximize their return. They completely redid the bathrooms, added new counters and a new floor in the kitchen, and when completed, it looked like a new house inside! They had no problem selling, but Alison made a comment to the effect of, "I wish we had done it earlier so we could have enjoyed it for a while."
You know how business sometimes comes in spurts? As of late, I've had quite a few conversations with business owners that are either about to retire, ready to retire tomorrow, or should have retired already. It was eerie the similarities between them all.
Have you ever read something and wondered if the author was writing directly to you, or maybe even directly about you? That happened to me today while reading this - Hypocrisy in Sales and Business. It was a post by Rick Roberge that came across on my Linkedin News Feed. I've been working with Rick for almost 2 months, and while reading it, I couldn't help but wonder if Rick was referring to me. Was I not following his lead? Uh, Oh! Then I read the date... March 18, 2014. He had posted this 9 months ago. I was relieved that he wasn't directly referring to one of my mistakes, but the story still resonated with me. Talk about nailing your buyer persona!
Jerry Seinfeld's Comedians in Cars Getting Coffee is a great example of Inbound gone really right. They just crossed 25 million streams from basically all organic growth through social sharing. I love the shows and the whole concept in general, and during yesterday's episode with Amy Schumer, I actually learned a great networking tip too. Starting at the 13:55 mark - http://comediansincarsgettingcoffee.com/amy-schumer-im-wondering-what-its-like-to-date-me, Jerry Seinfeld gives Amy Schumer some really sound networking advice.
I recently was contracted to work a trade show for a former employer in Las Vegas. The expo ran Wednesday and Thursday, so I flew into Las Vegas from Boston on Tuesday, and was due to take a red-eye back to Logan on Thursday night and arrive Friday around noon. Traveling for business has some perks, like staying in the Bellagio, and having dinner at Nobu, Old Homestead, and Prime... but it is exhausting. Long 12-14 hour days on your feet, being switched-on for that whole time, time difference, travel, etc. It takes a lot out of you.
One of the main principles of Inbound Marketing is to speak to your buyer's where they are searching for information. All car dealerships, from new car mega stores to small used car dealers, have their inventory's online. The cars are typically listed on the dealer's website, and Cars.com, Autotrader.com and the like. Those are obviously staples to any car sales operation, but what about social media? Your buyers are on social media everyday, yet most dealers fail to engage those buyers, and sometimes even restrict their employees from using social media at work. Crazy right?
The way people buy has definitely changed, so does that mean the way people look for a job has changed? I say yes. Just like almost 60% of the buyer's journey is completed before making a purchase, I would predict that the decision to apply and potentially work for a company is at least the same percentage, if not more. When I am doing research on prospects and/or companies, I don't just look through the information provided on a website. I also like to find candid information posted by others about what I am searching for. That information tends to be more powerful and credible. It's one thing for a company to say "this is a great place to work", and it is another thing for its employee's to say "this is a great place to work", especially if the statement is unsolicited.
Inbound is not just for marketing anymore. Here are some tips on using Inbound methodologies to attract better candidates:
Your business is doing well, but you are spending too much time on your marketing efforts so it's time to hire a marketing coordinator, right?
My 4 year old son was recently staying with my in-laws, and I heard this funny story about how he acquired a soccer ball. My father-in-law retired from owning a sports store and was preparing for an upcoming tag sale to try and unload some left over inventory.
My son had asked if he could have a soccer ball. Papa responded “Yes, but let me finish what I’m doing.”
15 minutes later, he asked again. This time, Papa (still busy) responded “Yes, but I have to find the right color.”
A while later my son asks, “Papa, did you find the right color yet?” Papa (still busy) responds, “Not yet, but I will.” Good consistent follow-up so far!