I have been on the receiving end of far too many sales calls that left me wanting to put the phone down fast, and I'm definitely not alone! This new survey from the American Management Association asked 1,100 buyers about the sales tactics and behaviours they found the most irritating. Here’s what they said, starting with their top answer:
Once you’ve defined the companies who fit your Ideal Buyer Profile and the Buyer Personas who work for those companies, you need to work out how you’re going to connect with them.
You can have hundreds of ideal prospects listed on the best free CRM for small businesses but, if none of them know who you are or how you can help them, it's a waste of time.
The State of Inbound noted that 42% of salespeople they surveyed said that prospecting is the most difficult part of the sales process – but in many cases that’s probably because they are doing it all wrong.
The Hubspot CRM is a great replacement for all the free users of LinkedIn who are missing the Notes & Tags options.
Here's how to set up properties on your Hubspot CRM to replace LinkedIn tags without having to fork out for a premium account.
Just go to Settings in the black navigation bar, find edit your contact properties or add new properties and then select Manage.
Next, click the blue Create a new property button and you will see this pop up. These properties will then appear on your Contact cards as a field for you to complete and which you can use to filter your contacts as you require.
If you’re waking up with the new updated LinkedIn layout, one of the best features will now be missing from your free version – the mini CRM that allowed you to manage your relationships on the platform.
Previously, underneath each profile that you visited was a section where you could make notes and reminders about that connection. It showed your most recent interactions and could be ‘tagged’ with a series of labels that allowed you to filter your connections by the things that were common to them.
But not any more – unless you want to pay about £75/month to get the LinkedIn Premium Sales Navigator package.
So what can you do to replace LinkedIn tags and notes?
Get The Free Sales CRM from Hubspot
Fortunately, Hubspot have stepped into the breach with their free CRM which actually works much better than the old LinkedIn version, in most cases.
Last year LinkedIn was great for finding customers.
In 2016, you could do an Advanced Search that would allow you to put in the Job Title of your ideal customer, the ideal industry and a radius within which they were located. Press a button and LinkedIn would search through your 1st, 2nd and 3rd connections plus any Groups that you had joined and produce a list of likely candidates. It would even allow you to save that list and automatically update it for you when anyone new joined LinkedIn who met your criteria.
However, that feature is now severely curtailed in 2017 for free accounts.
But all is not lost - you just need to be a bit more industrious and innovative. And, in some ways, the lack of automation will actually improve the way you select your list of potential prospects. It forces you to be more selective about who you add to your sales pipeline. Read on to find out how to use LinkedIn to find customers in 2017.
Not just for Sales, this CRM actually manages your Orders too!
What makes Hubspot the best CRM for small business is its simplicity and versatility. As well as providing a great sales pipeline, the Deal Stages work just as well for running the process of taking a customer from their initial purchase through the manufacture of their order to their final sales payment and delivery.
So you've got your new free Hubspot CRM, downloaded our guide on how to use it, imported some of your existing contacts and now understand the concept of the sales pipeline.
It's time to dig a little deeper and set up your pipeline correctly so you can manage your leads efficiently and effectively. This post explains how to do so.
Setting up Deals or Pipeline Stages on a CRM
Many people who do Inbound Marketing get confused between Ideal Buyers and Buyer Personas - so here's a quick recap.
The ideal buyer profile defines which companies are a good fit for your product or service and helps you to exclude those who are not.
Buyer personas exemplify the different buying patterns of companies and/or people within your ideal buyer profile.
Ideal Buyer Profile and Buyer Personas
We had a call this week from a customer looking for a simple CRM that could be shared with her sales team.
She wanted to get a system where ANY member of the team could talk to ANY prospect or customer and know exactly what the state of play was - and what had happened previously.