From Hubspot: Building A Social Selling Machine

Readers of my blog know that Hubspot is a company that I have started to follow because of its innovation and leadership in B2Bsales and marketing.

More details on their best practice can be found in an article from Boston Innovation here:

http://bit.ly/hxXsgy

A sampling of what they do:

• Focus on what to say to earn right to talk to prospect in first 10 seconds of a call
• With inactivity, they initiate a break up call which announces that they will no longer contact the lead
• Demos/presentations are customized around customer pain vs. standardized pitch
• Sales team is divided into roles based on personas that are effective with specific client types or problems.

Good read which encourages thinking about your own go to market activities.