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Why an Inbound Marketing Calculator is so Important

A decade ago the term “inbound marketing” hadn’t been invented, but today there are numerous marketing automation companies and inbound agencies achieving success with it for their clients. Retailing pioneer John Wanamaker once made the following ROI remark: “Half the money I spend on advertising is wasted; the trouble is I don't know which half.” Every company wants a return on investment for their marketing and advertising dollars, so why are so few companies actually doing the math? As oversimplified as this might sound, it’s because they don’t know where to start. Enter in the simple idea of an inbound marketing calculator.

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Topics: Sales-Marketing Integration

[VIDEO] Boost Your Sales Success by Using These 6 Question Areas

Many salespeople still fail in their lead follow-up because they don't do creative questioning with their prospects. Here I talk about how creative questioning fits into the sales process.

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Topics: Sales-Marketing Integration

3 Ways that Inbound Marketing can Improve Your Outbound Prospecting

Now that potential buyers are 57% of the way into their purchasing decision by the time they find you, how can you relate to them with your content or products or services when they are, by default already that much in control of the sales process? If you intend to go after a prospect via email, or by walking into their business to establish an early relationship, how do you avoid sounding like the noise of all the other pitches they hear? Websites that are built for inbound marketing and content promotion purposes, rather than built merely as nice-looking brochures, should not only be used to market your business, but also to be your best friend in your outbound prospecting. So how do you accomplish this? Here are 3 ways you can use inbound marketing to have a more effective outbound prospecting process.

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Topics: Sales-Marketing Integration

When Your Inbound Lead Follow-Up Doesn't Seem to Work...

Have you ever had an Inbound lead not buy? Don't be ashamed. Me too! Contrast that with 1979. That was the year that everybody that I showed my samples to bought. So what? What's the point?

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Topics: Sales-Marketing Integration

How to Prospect Your Marketing-Qualified Inbound Leads

Among all the approaches and methods available, attempting to prospect for leads in today’s world of inbound marketing can feel a bit like Alice; tumbling down the rabbit hole without a clear understanding of what you’re actually doing, what’s happening to you, or why. On the left side of the spectrum is cold calling from a purchased list with maybe some research, and on the right side of that spectrum is an organic-search-driven, sales-qualified lead that has consumed specific content of yours that might be related to a problem they need solved. And then there’s that pesky, hard-to-define middle. So what is prospecting in the world of inbound marketing, and how do you work within its limitations?

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Topics: Sales-Marketing Integration

4 Disruptive Things About the New HubSpot CRM

Big news out of Boston today: HubSpot is moving beyond marketing-only tools and has now introduced a new inbound pillar: a state-of-the-art sales CRM. We’ve been beta testing the new CRM for about two weeks now and have come away extremely impressed. There are many parts of the new CRM that we like, but here are 4 truly disruptive things in particular that stand out to us:

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Topics: Sales-Marketing Integration

Guest Post: 4 Must-Haves to Implement New Sales CRM

Today's guest blog post comes from Frank Belzer of Kurlan & Associates.

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Topics: Sales-Marketing Integration