Tag Archives: HubSpot

The rock star partnership of sales and marketing revisited

This week I’m going to a seminar on marketing for SMEs and entrepreneurs run by Ulster Bank in conjunction with SmallBusinessCan which promises to be an interesting affair.  Some of the topics under discussion on the SmallBusinessCan website will be addressed, such as:

  1. Marketing or sales?
  2. Social Media
  3. E-commerce, designing your website, app or website?
  4. The classics
  5. Cloud, social media, software and systems

I’m looking forward to hearing what the panel will say about the first topic.  One of SmallBusinessCan’s founders says “My personal view is that a good sales person is worth 10 marketers.”

First of all it should never be an either/or.  Both disciplines have their place in any organisation and, at their best, complement each other well.  I wrote about this before (and not just so I could post a photo of Jimmy Page and Robert Plant in full flow).

Secondly, it is better to make selling everyone’s job rather than marketing.  Developing everyone’s ability to spot a sales opportunity and nurture it to a certain point before passing to the sales team will reap more dividends.  The same cannot necessarily be said for marketing though.  It’s a rare outfit that allows everyone in the organisation to contribute to the Facebook page or Twitter account although hats off to those who do.  This requires good training, trust and a blame free culture.

A recent survey by The Channel Partnership in conjunction with The Leadership Foundation found that over 80% of sales and marketing professionals believe their activities are not aligned, no doubt having a significant impact on the bottom line.  More than half said that the lack of a clear strategy was a key factor in the development of co-ordinated plans, as was lack of time, budgets, structured processes and senior direction.

Hubspot, the lead generation software people, has abandoned the traditional silo structure altogether in favour of wrapping their sales and marketing functions around buying personas, effectively banishing any ‘us and them’, ‘sales v marketing’ rifts.  It must work for them – they’ve recently raised $35m investment money to expand into Europe.

So marketing isn’t quite dead yet, then.


“It was 20 years ago today…” How marketing has changed

computer less office
There was no digital technology in the office where I first started work. There are many more marketing tools available now.

Andrew Jacobs’ blog post about the changes he’s witnessed in learning and development over the last 20 years has inspired me to write about some of the changes I’ve seen in the not quite 20 years (argh) that I’ve been in marketing.

I’ve also had a recent blast of activity in LinkedIn where I’ve connected up with a lot of lovely people from my early career.  Thank you LinkedIn for putting me back in touch with them and reminding me of those times.

It really doesn’t seem that long ago that I first started working in a marketing role at Royal Mail as part of my degree placement year but of course it is.  Tempus fugit.

At first glance it seems that so much has changed in marketing since then but there are also a lot of things that have remained the same.  Here’s my snapshot.

4 things that have changed in marketing

1.  Unthinkable as it may seem now when I first started in the big world of work not everyone had a computer.  I was a lowly placement student and got by just fine with a pen and notepad.  And the typing pool.  Now my tools of the trade are a smart phone, ipad and highly portable laptop.  I still love my pen and notepad though.

2.  The internet hadn’t been invented 20 years ago, never mind the social media platforms of Facebook, Twitter, LinkedIn, Flickr, YouTube, Slideshare, Pinterest et al.  Our shop window was a literal one – the post offices and callers offices that are still (just about) here today – and the call centres and postmen our brand ambassadors.  We had no websites or virtual presence then.

3.  Long lead times meant that campaigns took a great deal of time to execute.  Strong project management skills were held in high regard, probably more so than creativity.  Our below the line activity took the form of direct mail (naturally) and we did a lot of above the line work in the form of TV ads, radio and press campaigns.  Planning was done months in advance and every single element of a campaign was scrutinised and debated before execution.  Immediacy and responsiveness were not front of mind in our marketing campaigns.

4.  The tone of voice we used in our comns was more formal than now.  While this is still a characteristic of the Royal Mail brand today I think that, as a society, we’re less formal and deferential than we used to be.  As consumers we don’t think organisations command respect just because they’ve been in business for decades (how agile are you?).  Customers have more choice and can shop around at the drop of a hat nowadays – a shift of balance has occurred.

4 things that remain the same in marketing

1.  Writing skills are as important for the marketer as they ever were.  Every marketer needs to be able to blog as well as create frequent and timely social media conversations with customers and prospects.  In the past you may have been able to rely on a colleague to copy check, amend or even rewrite your messages but no more.  If you can’t put your message into words easily, quickly and with confidence yourself then you’re not able to exploit social media platforms – the most powerful communication channels available nowadays.

2.  Being clear what you want to say, to whom, and how, are still founding principles of good marketing.  Distinguishing who is a stakeholder, who is an influencer, who is a budget holder etc, is just as important as it always was.  Mix this up and you risk wasting time, offending and, potentially, losing a sale.  Good targeting and segmentation is still key.

3.  Images are probably more important now than they ever were.  Flickr, Pinterest and Facebook are the successes they are because of our love of photos.  If a picture paints a thousand words, and in today’s online world we see an awful lot of words, then selecting the right image is critical.  Marketers now have to have a good eye for design and know what images and visuals work and what don’t.

4.  The immediacy and transparency that social media gives means that managing how your brand is viewed, if you can, is still important.  Reputation management, as it is called nowadays, has become much harder.  As consumers we talk openly online about our experiences of companies, products and services without too much thought, sometimes naming and shaming to get action.  For the marketer this is like herding cats – not easy.   However, there is also a theory that more than half of active Twitter users follow companies, brands or products on social networks and 79% of them are more likely to recommend the brands that they follow.  Get it right and you have an army of ambassadors working for you.

These are just some of my thoughts and reflections.  What do you think has changed in the last 20 years in the field of marketing and what’s stayed the same?  Please share your comments below.

PS.  I was half way through writing this post when the very wonderful Hubspot published an ebook this week called 100 ideas that changed marketing.  A fantastic, much more in-depth read than my little retrospective here.

No recession online says Google but here’s 7 tips to be sure

Claire Walsh, Google's Online Sales Manager, UK & Ireland
Claire Walsh, Google's Online Sales Manager, UK & Ireland

I attended a talk by Google’s online sales manager (UK & Ireland), Claire Walsh as part of the Donegal County Enterprise Board’s Business Week 2011.

A 1995 graduate of Letterkenny Institute of Technology, the location where she delivered her talk, Claire admitted that Google had not existed when she was a student.

That didn’t stop her doing an impressive job talking about Google’s products to the audience of business owners and entrepreneurs.

We’ve never had a recession during digital times before but, according to Claire, there is no recession online. In Ireland people are looking for hotel deals and online coupons.

If you don’t have a web presence – a virtual shop window – then your business is missing out on the potential worldwide audience of 2 billion people who are online and who conduct more than 4 billion searches each day.

So what are we all doing online?

  • Entertaining ourselves – 2 billion hits to YouTube per month
  • Socialising – 800 million unique visits per month
  • Shopping – 53% Irish consumers bought something online in the last three months

More than 20% of tweets contain a reference to a brand or a product and 34% of bloggers post brand or product reviews online. Proof, says Claire, that you need to be where the action is.

Incidently, this marketing shift is something that HubSpot’s Brian Halligan and Dharmesh Shah talk about in their excellent book, Inbound Marketing. This enormously successful book is a readable guide to getting today’s consumers to come to you.

They say “The rules of marketing have changed and the key to winning is to use this change to your advantage.”

Getting found by prospects and converting them into customers in today’s online world is what the book is all about.

And this shift of customers is easy to understand with just a glance at these statistics showing daily media consumption in the UK and Ireland:

  • 61% of us access the web
  • 54% watch TV
  • 36% listen to radio
  • 32% read newspapers

Google’s 7 tips for recession proofing yourself 

  1. See and act, the fastest businesses will survive
  2. Create your own online strategy and execute
  3. Make your website mobile friendly, like Tesco.com
  4. Have just one goal on your primary landing page
  5. Keep your website simple
  6. You will get returned high in the rankings if your site has what the customer is looking for 
  7. If using Google ads you need to test and refresh your ads – invest time to be successful

And finally, here is a heartwarming brand building ad from Google via YouTube, just for fun.

The favourite new thing I picked up from Claire’s talk, in case you’re wondering, was Google’s Wonder Wheel (look under search tools on the left hand navigation on Google).

This tool allows you to see other relevant search terms in a graphical way.

What’s your favourite Google tool?