Two years ago, if you had told me that I would find passion in business administration, I would have said you were crazy given my lack of formal training in sales and marketing. However, I was fortunate enough to intern at CycleWerx and grow my experience with sales enablement and business development.
Although many would, perhaps rightly, see my lack of formal training as a detriment, the owner of CycleWerx, Scotty Smith, saw this as an opportunity to train someone who understands the plights and challenges of the many business owners who similarly lack formal training or education.
My Intro to Inbound
One course I found particularly helpful in my training was the HubSpot Academy Pipeline Generation Bootcamp. This bootcamp focused primarily on maximizing your lead generation by using inbound sales strategies such as warm calling, identifying trigger events, and above all else, providing value to people. These skills have been invaluable to me and the entire team at CycleWerx, whose primary goal is to help people and their businesses succeed.
How Warm Calling Flips the Script
Before learning about inbound sales strategies, I thought the only way to sell was by using cold calling and mass email campaigns to get one or two new leads every thousand attempts.
However, warm calling flips the paradigm into one where interactions are one-to-one, well-researched, and unique to everyone. This allows us to find people who genuinely need and want our services, leading to more efficiency in the number of leads and deals generated even though the fielding process is narrower.
Maximizing Impact with Trigger Events
Warm calling goes hand-in-hand with paying attention to trigger events or occurrences that indicate someone could use our services. From broad announcements of company growth to little changes like news about internal hiring, every event you discover increases your knowledge of the unique position each company finds itself in, allowing you to better understand how you can help them.
The Human Side of Sales
Finally, the most important thing I learned from the Pipeline Generation Bootcamp was the idea that this is a very human-oriented role. The goal shouldn’t be solely on closing deals, it should be based around providing value to the people you can, and in doing so, you’ll discover more opportunities rather than doors shut in your face.
Applying Inbound Strategies
The Pipeline Generation Bootcamp and HubSpot have both expanded my understanding of sales processes. Even though I had little experience using a CRM, HubSpot’s interface and training made it easy for me to learn about the processes needed to increase efficiency and effectiveness in sales.
I’m excited to see how I can use the experience gained to help others shift their view of sales and grow as a result.
If you’d like to learn more about how HubSpot’s inbound sales and marketing can help your business grow, feel free to contact us.