My Website is A Better Salesman Than I Am

    Posted by Pete Caputa on Nov 10, 2012 6:21:00 PM

    I originally wrote this article in September 2008. For some reason, I never published it. It's still pretty relevant, so I'm putting it out there.

    Every week, I generate one or two leads from my website. I've closed several deals from it. Every week, HubSpot's website generates a few thousand leads. I, and the other 11 inbound marketing advisors at HubSpot, close more than a few deals each week as a result of those leads.

    In my case, If HubSpot's amazing marketing team wasn't generating leads for me, I could certainly work through my leads fairly quickly. Most companies can work through their internet generated sales leads very quickly.

    But, at HubSpot, we have an entirely different problem. We have to figure out who to call first.

    There are 3 really amazing things that HubSpot's software does that help me be a lot more efficient and helps me spend my time talking to the right people.

    Before I get into it, I know that many people are suspect of salespeople. However, given that I have a Chemical Engineering degree, have run my own business, am a moderately successful internet marketer and can hack code with the best of them, I'm hoping you realize I'm not just a "sales guy". Most importantly, my philosophy in sales is to just "help people solve their problems, assuming I can". In other words, I'm not just pitching products. I'm doing my best to help people identify appropriate solutions to their problems. 

    That said, I do better when I am helping people who want my help. HubSpot's software helps me maximize the time I'm helping people. 

    Here are the things that the software does that enable me to do this: 

    • Leads are prioritized based on engagement with our website.
    • When a lead revisits a site, I get notified.
    • Track what pages a lead has viewed on our site. This helps me start a conversation by asking a question that I know interests the prospects. For example, if a lead has visited a bunch of seo resources, I know to start the conversation with a question like, "Are you trying to figure out how to improve your search rankings in order to attract more qualified visitors to your site through SEO?"

    HubSpot's lead scoring, lead revisit notifications and lead intelligence work differently these days. The software is significantly slicker. But, the way we use them on the sales team has stayed the same. Don't have this capability? How are you prioritizing and timing your sales efforts?

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