October 20, 2021
By Ale Melara
Our fifth INBOUND’21 recap blog is all around sales. These two sessions bring us the latest insights on how to start conversations and connect with your prospects, deepen relationships, and manage your pipeline.
NOTE: Powerhouse Pass Attendees will have access to the INBOUND 2021 virtual event platform for 1 year from today to rewatch any session on-demand.
Click here to watch the on-demand recording of the session; note that you must have an INBOUND 2021 Powerhouse Pass to view.
Genein Letford, M.Ed - InterCreative Strategies LLC. Chief Creative Officer
Session highlight by SmartBugs Ale Melara and Jen Tolkachev
Being able to tell a good story using metaphors is a good skill that will help your potential customers have a deeper connection with you and what you’re selling. In this session, we learned how to build up to the skills that cause your customers to have an emotional connection with your product through the use of metaphoric imagery.
What is the importance of connecting on an empathetic level?
Mental exercises to build metaphors:
Engage your senses and explore them to develop deeper connections and ask yourself, what function do you see and what connections can you make?
Dani Buckley (@daniobuckley) -VP, GM @ LeadG2 by The Center for Sales Strategy
Session highlight by SmartBug Tabitha Young
Strategy - Build a sales enablement content strategy
Content - Create strategic content that will help nurture, educate, and engage your prospects throughout their buying journey.
What content is going to be the most useful in building your sales plays (from above)?
Content best practices:
Technology - Utilize automation tools to ensure consistent and strategic use of content throughout the sales process.
Set your salespeople up for success. This should not be a “set and forget” task. Often content isn’t being used effectively because they are forgetting about it. Or it isn’t fresh anymore.
What we know about salespeople:
Keys for Marketers to Salespeople: Talk to salespeople 1:1 - create a focus group. What do they want? What is getting in their way? What do they need? Does technology overwhelm them? Is the content we are creating useful? What questions are people asking?
Stay tuned for our next and final INBOUND’21 recap blog where we highlight HubSpot Academy professor's best tricks to make the best out of your HubSpot instance.
About the author
Ale Melara is a Sr. Content Marketing Manager based out of El Salvador, Central America. Ale is our very first LATAM employee. She's worked remotely for the past 5 years and she's had different roles in sales and marketing. In her free time, she works on creating educational videos around digital marketing for her "Inbound Nomad" social accounts where she promotes traveling the world while being a full-time marketer. Read more articles by Ale Melara.