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~ whisper ~

Sales + Inbound Marketing + HubSpot

Inbound Marketing Is a Team Effort, With Todd Hockenberry

Posted by Wes Schaeffer | June 24

How To Build a Great Company With Inbound 

Click here to download the episode. 


Sales Tips you'll learn today on The Sales Podcast...

  • Help first
  • Treat your customers like people
  • It's a mindset first
  • Support your current customers like crazy!
  • Educate your customers
  • Engagement and sales will grow
  • Apply inbound principles to your new customers
  • Do secret shopping on yourself
  • Focus on your niche, stay in your lane
  • As a leader, you are responsible for growth!
  • You need to know your customers and create an environment for sales and marketing to thrive.
  • Customers want value


  • Be unique
  • Inventors vs. growers vs. maintainers
  • Stop chasing the shiny thing, especially when it comes to tactics
  • Your customers determine your tactics
  • Meet them where they are
  • Test and measure
  • Why are you better?
  • Why do your customers buy from you?
  • It's hard to teach value
  • Know the value you bring to the marketplace, not just features and benefits
  • Elevator pitch
  • Role-playing
  • Great content is strategic
    • It's not just a marketing person's job to create blog posts
    • Most of the sale is done when the prospect calls
    • It's whatever the persona is looking for
    • Blogs are still great, if it's fresh and well-done
    • Video is here to stay including "how-to"
    • Show them how to solve problems with your solutions
  • Relationships are still key
  • Form tight bonds with your clients
  • Rapport does not equal relationship
  • Create great value so your clients find you at the moment of truth

Links Mentioned In The Sales Podcast

Build your sales dream team with Rainmakers.

Topics: The Sales Podcast, Podcast, Inbound Marketing, Outbound Marketing

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


Listen to Wes Schaeffer host The Sales Podcast on iTunes   stitcher-white-300x65   Listen to Wes Schaeffer host The Sales Podcast on TuneIn.   Listen to Wes Schaeffer host The Sales Podcast on CastBox.

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Here's what you and I both know. With all the streaming and social media options you have at your fingertips, the only reason to browse a site like this is that you're either not making enough money or you're working too hard for the money you're making. That means you need to get better at sales, at marketing, and/or at choosing and using the right tools to scale your sales. So contact me and let's see if we can work together. ~Wes

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