Welcome to the Orange Pegs Media Sales & Marketing Blog.

Here, you will find articles about selling, marketing, technology, and other important conversations about your business. We also have industry specialty blogs that we recommend you check out: 

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Aug 27, 2019 12:50:02 PM

A Sales Guy's Hubspot CRM Review

Sell more, at a faster pace with Hubspot Sales

I have used many CRMs. In 2005, the business I was working for was using AS400 (This is an MSDOS-based program, people!... which I had also used as an ERP in one of my prior jobs), and over the years, I've tried JDEdwards, Oracle, SAP, Zoho, and, of course, the ever-so-popular Salesforce.

When it comes to how you take in this Hubspot CRM review, the real question you should be asking is, "will this help me close more deals at a faster pace?"

In short, the answer is yes. Absolutely. But only if you are willing to make some changes...

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Jul 26, 2019 5:25:00 AM

Tell Sales to Quit Making it about Them (Nobody Cares)

For all of you sales leaders trying to inspire performance improvements with your teams, you have some tough love to share... Maybe it should go something like this: "I'm sorry, sunshine, I think you're fantastic, but nobody you're selling to wants to hear about you."

"It's nothing personal. You're just not that interesting to them."

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Feb 2, 2019 3:12:00 PM

3 Critical Steps for Generating valuable B2b Sales Leads


These leads are #*(&$# TERRIBLE!!!

Are you tired of hearing this from your sales people yet?

For my first 10 years in B2B sales, and there wasn't a single day that went by where I wasn't thinking or shouting, "THE LEADS! THE LEADS! God, these leads are awful!" I felt like Jack Lemon on Glengarry Glen Ross... desperate to get some kind of support that meant something.

We were pulling our sales leads from purchased lists, directories, and software that scraped the internet for basic contact information.  Because of this, our calls were ice cold, and there was a diminishing return that everybody on the sales floor could see, but none of the decision-makers were willing to admit.

But it's 2019 now. We're connected. We're online. And you're realizing that there's no going back to the days before the internet... or Google.

Here are 3 critical steps for generating and closing b2b sales leads in the modern era.

 

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Nov 20, 2018 4:06:00 AM

6 Sales Enablement Best Practices for Scalable Growth

Achieving scalable growth is the kind of thing most of us business owners dream of.

We want a formula... we want to be able to objectively determine our next move, and do so with confidence... it's not a difficult thing to understand.

What is difficult to understand is how to actually accomplish it. After all, most of your growth to date has been accomplished through gut instinct and hustle... which is impossible to repeat as you grow and delegate.

So, many of you are toying around with Sales Enablement (what's that?), a concept rooted in objectivity, because it puts data in the driver's seat, not hunches.

These 5 sales enablement best practices will get you off on the right foot for controlling positive sales outcomes:

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Nov 19, 2018 11:57:28 AM

Sales Enablement Tools that Change the Game (Video)

Enabling sales for success has never been easier.

As a business leader, you're no doubt always looking for ways to influence the sale, but struggling to find any meaningful ways to do so. 

But that's because you're relying too heavily on gut instinct and conversation. You're not letting DATA fill in the gaps or provide the narrative that dictates your most important decisions.

These sales enablement tools and processes will change all of that. They'll put objective reasoning at the helm, and allow marketing and upper management to enable better outcomes on the ground floor.

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Aug 31, 2018 10:55:30 AM

What is Sales Enablement?

Don't let your salespeople feel like they're on an island of one.

"Sales enablement" is quite the buzzword these days. But what does it actually mean?

At the highest level, the definition of sales sales enablement simply means that we're improving sales' ability to close more deals by taking advantage of advanced technologies that focus on data, automation, and objective reasoning. Sales enablement is the sales version of "growth hacking." We achieve optimal outcomes by A/B testing our way to the top.

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May 1, 2018 9:21:33 AM

Don't Invest in Inbound Until You Fix Sales

Is coming up with your next growth plan frustrating the living crap out of you?

As a Sales Leader or Business Owner, you want the same things - more deals. How we get there... well, that's another story, and typically where the roads diverge.

The problem is that neither of you are right... or you're both right... or it's a combination of the two, plus something you hadn't considered yet.

I guess the real problem is that there is no way to validate or disprove anything, which brings to light the most glaring weakness plaguing your ability to grow - your data integrity.

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Apr 24, 2018 1:56:48 PM

Your Data Sucks & it's killing your B2b Sales Process (VIDEO)

Making decisions without data is hard.

So, why do it? Why put hunches and gut instinct in the driver's seat when so much is at stake?

If your b2b sales process is meant to scale, you need data, and your CRM is the reason why you're not getting it. 

Check out the video below for a discussion about your CRM, and how to transform it from an encumbering management tool to a tool for sales growth.

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Apr 10, 2018 7:00:00 AM

How to Reduce Dependency on Cold Calling Scripts

There is NO single good reason to still be relying on cold calling scripts when we have things like websites & social media to make proper introductions.

Earlier in the year we engaged with a transportation services company in an inbound marketing project that was already moving forward. Our job was to carry on the existing strategy... only better than the guys before us.

Well, if you ask me, this is a recipe for disaster, so although we took the assignment, we had other ideas.

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Mar 22, 2018 1:05:26 PM

Don't Think: Make Your Sales Emails COUNT with a Modern CRM

Some time ago Hubspot's Sales tool (formerly known as "Sidekick") added the ability to schedule emails to send at a later time. The premise was that your sales activities, such as emailing, often occur later in the day, when it's not an optimal time to communicate with prospects. You want them to be in their email when you send it.

So, instead of sending right away (or saving it, then setting a reminder task in your calendar), you pick a day and time for it to go out, and schedule it at your convenience. No extra steps. Nothing falls through the cracks.

But there's one major, glaring, ugly flaw...

How can you possibly know with any amount of certainty when it's an optimal time to reach out to somebody? Hunches? Gut feelings? Certainly, there's nothing telling you this information based on hard data... So, how?... Without adding another cumbersome, time-sucking responsibility....?

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Mar 13, 2018 5:15:00 AM

3 B2b Sales Services You Didn't Need THEN, but Definitely Need NOW

You may be experiencing whiplash if you spent any amount of time or effort into keeping your sales teams competitive over the last 5 years. There are new technologies, processes, and an endless supply of confusing ideas and suggestions. It's hard to know whether up is down or if they're supposed to fist-bump vs handshake...

You probably know about inbound marketing by now, and have no doubt toyed with video and a plethora of other marketing tactics.

But none of them seem to be doing what they're supposed to do - help you lead your sales teams to victory. That's because you may be missing 3 critical components that have only recently come into focus.

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