Hey there. This study is well into the future and my experience in the World of Sales Management remains as fresh as I’ve ever seen it. This study is very interesting to me because it is looking at what kind of communication we’re doing today. So you’re calling people. You’re communicating. But it’s not because you care about them. It’s because you want to get them to buy. You want to get them in the door. You want to get them to buy NOW. Some of the areas where people are struggling as a result of our 2016 study include:

Not being able to educate them – nearly 3/4 of us feel that we educate and inform a lot less effectively than we used to. Nearly half of us don’t know which tools we currently use, and a similar number don’t know which of them are effective. Most people tend to work with 10-15 different tools. In order to reach a broader range of customers and do more one-to-one value-added selling, we recommend that businesses start looking at how they optimize their existing sales organization – processes, systems, technologies, and people. – nearly 3/4 of us feel that we educate and inform a lot less effectively than we used to. Nearly half of us don’t know which tools we currently use, and a similar number don’t know which of them are effective. Most people tend to work with 10-15 different tools. In order to reach a broader range of customers and do more one-to-one value-added selling, we recommend that businesses start looking at how they optimize their existing sales organization – processes, systems, technologies, and people. Posting useless content – 54% of businesses say that it has been a challenge to improve their ability to host new content in a consistent fashion and organize it in the best possible way. Businesses operating in segments that are dependent on several different content types – for example: eCommerce, Consulting, and Marketing

– 54% of businesses say that it has been a challenge to improve their ability to host new content in a consistent fashion and organize it in the best possible way. Businesses operating in segments that are dependent on several different content types – for example: eCommerce, Consulting, and Marketing External inbound links – 53% of businesses feel that external inbound links tend to be ineffective in delivering value. Some internal inbound links may be effective, too – for example, content, branding, marketing. But it’s much more important to know how you typically use external inbound links and to know why you do and don’t – just to make sure that you don’t miss a product. I would argue that many internal and external inbound links are likely a mix of worthwhile and ineffectual. – 53% of businesses feel that external inbound links tend to be ineffective in delivering value. Some internal inbound links may be effective, too – for example, content, branding, marketing. But it’s much more important to know how you typically use external inbound links and to know why you do and don’t – just to make sure that you don’t miss a product. I would argue that many internal and external inbound links are likely a mix of worthwhile and ineffectual. Not being able to deal with content overload – 96% of businesses say that their current efforts to reduce content overwhelm are not being enough effective and nearly all of our study respondents – 96% – say they’re having trouble de-cluttering their workload to handle a glut of new content.- 96% of businesses say that their current efforts to reduce content overwhelm are not being enough effective and nearly all of our study respondents – 96% – say they’re having trouble de-cluttering their workload to handle a glut of new content. Not having the right focus – we learned that companies that use different messaging typically have lower lifetime value (LTV) per sale. According to our database of 6,100 marketing professionals, companies that use less than four messaging types, delivering 28% higher LTV per sale. Companies using more than four messaging types deliver 30% higher LTV per sale. One thing I take from this is that if you have a messaging system that isn’t working for you, you should be considering trying it out with a different one that might. Even if you’re just considering transitioning to a new messaging system, don’t be afraid to see what it works for your organization. It’s a lot easier if you research first and don’t take it from case study status until you hire a vendor. We’re continuing our 2016 research into this area. If you have any feedback or thoughts on how your organization is doing today, please drop us a line. If you want to learn more about communicating effectively in an era of modern tech that makes every action possible, stop by and see the HubSpot Global Sales Leader’s Summit. We’re looking for up-and-coming Sales leaders and marketing talent to share best practices that have proven successful. Event info can be found at this link.

– 96% of businesses say that their current efforts to reduce content overload are not being enough effective and nearly all of our study respondents – 96% – say they’re having trouble de-cluttering their workload to handle a glut of new content. Not having the right focus – we learned that companies that use different messaging typically have lower lifetime value (LTV) per sale. According to our database of 6,100 marketing professionals, companies that use less than four messaging types, delivering 28% higher LTV per sale. Companies using more than four messaging types deliver 30% higher LTV per sale. One thing I take from this is that if you have a messaging system that isn’t working for you, you should be considering trying it out with a different one that might. Even if you’re just considering transitioning to a new messaging system, don’t be afraid to see what it works for your organization. It’s a lot easier if you research first and don’t take it from case study status until you hire a vendor. We’re continuing our 2016 research into this area. If you have any feedback or thoughts on how your organization is doing today, please drop us a line. If you want to learn more about communicating effectively in an era of modern tech that makes every action possible, stop by and see the HubSpot Global Sales Leader’s Summit. We’re looking for up-and-coming Sales leaders and marketing talent to share best practices that have proven successful. Event info can be found at this link.

-” 96% of businesses say that their current efforts to reduce content overload are not being enough effective and nearly all of our study respondents – 96% – say they’re having trouble de-cluttering their workload to handle a glut of new content. Not having the right focus – we learned that companies that use different messaging typically have lower lifetime value (LTV) per sale. According to our database of 6,100 marketing professionals, companies that use less than four messaging types, delivering 28% higher LTV per sale. Companies using more than four messaging types deliver 30% higher LTV per sale. One thing I take from this is that if you have a messaging system that isn’t working for you, you should be considering trying it out with a different one that might. Even if you’re just considering transitioning to a new messaging system, don’t be afraid to see what it works for your organization. It’s a lot easier if you research first and don’t take it from case study status until you hire a vendor. We’re continuing our 2016 research into this area. If you have any feedback or thoughts on how your organization is doing today, please drop us a line. If you want to learn more about communicating effectively in an era of modern tech that makes every action possible, stop by and see the HubSpot Global Sales Leader’s Summit. We’re looking for up-and-coming Sales leaders and marketing talent to share best practices that have proven successful. Event info can be found at this link.

– 96% of businesses say that their current efforts to reduce content overload are not being enough effective and nearly all of our study respondents – 96% – say they’re having trouble de-cluttering their workload to handle a glut of new content. Not having the right focus – we learned that companies that use different messaging typically have lower lifetime value (LTV) per sale. According to our database of 6,100 marketing

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