Very few (3%) buyers find salespeople “trustworthy.” Kwesi Graves, Sales Manager at LinkedIn, wants to change the perception of people in his profession. To do that, he champions a methodology called “buyer-first selling” for his team of reps. He prioritizes quality over quantity in his team’s outreach strategy. He also emphasizes the importance of figuring out the buyer’s context, encourages his team to spend more time researching than reaching out. Check out the 2021 Sales Enablement Report to...
Jan 26, 2021•13 min•Season 6Ep. 5
In our recent 2021 Sales Enablement Report, we saw that 65% of sales teams that outperformed revenue targets in 2020 had a dedicated sales enablement team or function at their company. Chris Pope, Director of Sales at Crayon, also believes that sales enablement is a critical function for any business. He believes that sales teams should prioritize it at every level - from the leaders down to the reps, and, in this video, he talks through his tips to make it more effective. Check out the 2021 Sal...
Jan 21, 2021•9 min•Season 6Ep. 4
According to Bryan Elsesser, the former Sr. Director of Sales at Aircall, 71% of salespeople are fatigued this year. Fatigue is a difficult problem to address, especially on a team where metrics are so important, but it’s not impossible. After landing in sales development, Brian now focuses on the earlier stages of the sales cycle -- identifying and connecting with leads. He talk about what he’s learned managing his sales team and how you can help your own sales team stay productive during a tim...
Jan 19, 2021•12 min•Season 6Ep. 3
Sales leadership is a difficult job in general. Especially in the middle of a pandemic. But at the end of the day, sales teams are still responsible for driving new revenue growth. So how should sales leaders approach 2021? Suzie Andrews, CEO of Stark Associates (Sandler Training licensee), talks through how sales leaders should approach thew new norm and how sales reps can grow into the best sales leaders. Check out the 2021 Sales Enablement Report to learn more.
Jan 14, 2021•10 min•Season 6Ep. 2
Sales teams are getting access to more advanced analytics than ever before with improving technology. And what perfect timing for that tech to improve, because detailed and focused analytics are crucial for leading a remote sales team. Reliable analytics can help managers focus their weekly check-ins with reps, higher-level leaders focus on high impact opportunities, and give the C-suite visibility into the health of the sales org. Annelies Husmann, Head of Enterprise Sales over at Gong, sat dow...
Jan 12, 2021•12 min•Season 6Ep. 1
YouTube is the world’s second biggest search engine. So, there are two ways to think about search when it comes to YouTube. First, you need to figure out how to get your videos to rank higher in YouTube itself. Second, you need to think about how you can optimize your videos so they rank higher in Google.
Dec 08, 2020•9 min•Season 5Ep. 8
How do I get more views and subscriptions on my YouTube videos? Well, that’s a literal million-dollar question. Small changes can add up to big numbers. And more subscribers means more views, more views means more shares from YouTube, which means greater reach.
Dec 03, 2020•9 min•Season 5Ep. 7
If you’re managing a YouTube channel, then someone, somewhere, at some point, will ask the inevitable: How are you growing your audience? Engaging with your community is one of the best ways to grow your channel. It might not be the most direct way, but it's the best way to build loyalty and to help foster word of mouth.
Dec 01, 2020•10 min•Season 5Ep. 6
Getting people to your page is one thing. Getting them to watch end enjoy your videos is a whole other thing. And it all starts with being consistent. Once you've built that trust with your audience, look at how you can structure your and take advantage of tools like end cards to keep viewers engaged.
Nov 24, 2020•12 min•Season 5Ep. 5
Understanding YouTube analytics is crucial for any business that wants to make the most of their channel. Analytics help you decide what content is resonating with your audience, see which videos don't receive full watch time, and gain deep insight on how people are reaching your channel. The most important places to look start with your watch time report. There you'll find watch time, average percentage viewed, and average view duration.
Nov 19, 2020•10 min•Season 5Ep. 4
So you have your YouTube channel set up and ready to go. Look at you. But how can you make sure your channel and videos are really going to knock some statistical socks off? Optimizing your YouTube channel means looking at everything forms titles to descriptions, tags to thumbnails.
Nov 17, 2020•9 min•Season 5Ep. 3
What is the YouTube algorithm and how can I take advantage of it? You’ve asked yourself one or both of those questions, at some point, right? The best thing you can do is optimize for watch time. After that, treat YouTube like the SEO freight train that it is, and optimize for SEO.
Nov 12, 2020•8 min•Season 5Ep. 2
YouTube is the second biggest search engine. Yet many companies only use YouTube to house videos for use on blogs, social media, or landing pages. In fact, only about 9% of US small businesses are using YouTube. So today, we're going to talk about why a strategic approach to YouTube matters.
Nov 10, 2020•8 min•Season 5Ep. 1
The future is unwritten. But our best glimpse into the future is often through people’s current behaviors. Andrew Delaney joins to talk about why he thinks conversations and user experience will be at the core of our collective social futures.
Apr 23, 2020•11 min•Season 4Ep. 8
So you’ve set your strategy, created compelling content, and optimized paid. Excellent. But here’s the thing: Now that you have all these new data points rolling in, what about the reporting? Henry Franco joins to talk about which metrics are worth reporting on, the difference between social reporting and social insights, and how to best spend your growing social ad budget.
Apr 21, 2020•9 min•Season 4Ep. 7
Organic social is important. It’s how you drive engagement and get people to see your content. But if you’re looking to really scaler those efforts, then it’s time to turn your attention to Facebook ads. Josh Chang joins to talk about how to run split tests, the best way to spend your next $500, and why you should avoid the Boost Button at all costs. You’ve been warned.
Apr 16, 2020•10 min•Season 4Ep. 6
Instagram might be known as the food, fashion, and famous locales app. But it’s also become one of the best places to drive awareness and purchase intent. Leslie Green joins to talk about the different types of content you should prioritize, what we’re working on here at HubSpot, and why you need to consider the entire buyer’s journey.
Apr 14, 2020•10 min•Season 4Ep. 5
Employer branding is a lot of things.It’s photos on a website. It’s what people read about you from a quick Google search. It’s Glassdoor reviews. But creating a great employer brand is all about how you position your company as an amazing place to work. Hannah Fleishman joins host Matthew Brown to talk about why LinkedIn is the best place to start investing in your employer brand, and how you can empower your employees to publish content about your company.
Apr 09, 2020•10 min•Season 4Ep. 4
Twitter’s audience, more than almost any platform, can feel like it’s all over the place. So how can you not only drive more meaningful conversations but also and build community with existing and potential customers? HubSpot’s Krystal Wu talks through how you can find like-minded audiences and add valuable discussion. Because it can all get overwhelming quickly. So you need to know when to keep it simple. And breathe.
Apr 07, 2020•10 min•Season 4Ep. 3
Social media moves quickly. Trends come and go. But the question that always needs answering is simple: What makes a piece of content compelling? You need to create content that gets people talking, without losing sight of your company’s values. Kelsi Yamada joins Matt to talk about how HubSpot thinks about social content and explains why data might not always give you the answers you’re looking for.
Apr 02, 2020•8 min•Season 4Ep. 2
This season of Skill Up, we’re looking at social marketing. You want to always meet your customers where they already are. And it just so happens that over 30 billion users across all channels are on social, interacting with brands and communities. That’s a lot. So before you start trying to market to all of them, you need to create a social media strategy. Host Matthew Brown gives you five things to keep in mind as you start your social marketing.
Mar 31, 2020•10 min•Season 4Ep. 1
What makes conversational marketing great is when it’s super relevant to any given problem and gets visitors to where they want to go. The more contextual you make it, the better the experience. HubSpot’s resident bots guru Connor Cirillo joins Anni to talk about why bots are more than just a marketing priority, how to optimize for human behavior, and why advanced targeting helps put the customer first.
Feb 20, 2020•10 min•Season 3Ep. 7
With today’s empowered buyer, your best marketing channel is your existing customers. And when your customers succeed, it’s your best predictor for business growth. The world of marketing has shifted to word of mouth, and reviews are more important than ever before. Anni takes you through how to support your customers and advocates with an inbound marketing strategy designed for them.
Feb 18, 2020•7 min•Season 3Ep. 6
People aren’t static. They access your content from multiple devices on a number of different channels. And as their experience with your company grows, their needs and interests change. Yet most marketing still treats all these different customers exactly the same. Personalization helps contextualize your marketing for customers and potential customers. It helps people feel like your outreach is more personal and ultimately creates a more natural connection.
Feb 13, 2020•10 min•Season 3Ep. 5
If you’re running a business and you want to increase your efficiency in closing those big ticket sales, then you should practice account-based marketing. ABM is a B2B strategy where marketing and sales work together to close big, complex deals at a discrete number of target accounts. And the higher your price point, the more likely ABM will be worth your while. Anni offers up three things to focus on when starting ABM at your company.
Feb 11, 2020•10 min•Season 3Ep. 4
It can be tempting to just guess which type of content will entice visitors most and eventually convert into leads. But basing your marketing decisions off a hunch is risky business. A/B testing helps you compare two versions of something against each other to determine which one performs better. And Anni lets you in on the three things you should start A/B testing right now.
Feb 06, 2020•7 min•Season 3Ep. 3
There’s one question that haunts every marketer: “What’s the ROI of this marketing campaign?” But with so much data to sift through, where should you start? Multi-touch attribution ties marketing actions to revenue. It tells you which interactions someone had with your brand on their journey to becoming a customer. Anni walks through the six different types of multi-touch attribution reporting and helps you decide which one is right for your company.
Feb 04, 2020•9 min•Season 3Ep. 2
This season, we’re looking at advanced marketing techniques. And one of the most advanced ways to market, sell, and service customers involves the use of artificial intelligence. We break down how to correct duplicate data and clean up the rest of your data efficiently using AI and machine learning. While AI might not be our sentient overlords just yet, it can help companies serve the right content, to the right customers, at the right time, right now.
Jan 30, 2020•7 min•Season 3Ep. 1
Smarketing combines sales and marketing. Great. Easy etymology. But what exactly does it mean? Smarketing is a team meeting, where your sales and marketing teams come together to collaborate on a shared project and solve problems. We go inside HubSpot headquarters with Alex Girard as he sets out to put on HubSpot’s next Smarketing. Not only have we never pulled the curtain back on this type of meeting, it’s also our first attempt at a live, remote Smarketing. As such, things don’t always go as p...
Dec 31, 2019•15 min•Season 2Ep. 9
Your company needs to have a clear revenue goal. But unless your teams know how to contribute to it, your goals aren’t going to do you a whole lot of good. So you'll need to help marketing and sales each understand their role in achieving that goal. And the best way to do that? Implement a service level agreement, or an SLA, between the two teams. An SLA means Marketing promises a certain number of leads to Sales, and Sales promises to contact those leads within a certain timeframe.
Dec 26, 2019•12 min•Season 2Ep. 8
