The Yin and Yang Show

Brian Signorelli

Brian Signorelli

Recent Posts

What Are You Doing with Your Video Strategy?

[fa icon="calendar'] Jun 1, 2018 7:30:00 AM / by Brian Signorelli posted in yin and yang show, sales forecasting, Inbound Sales Community, sales evolution, Inbound Selling, marketing, Inbound Sales

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Today we talked to Katie from Wistia. Wistia is a video hosting platform with a variety of capabilities for tracking and engaging with your prospects using video.

One of my favorite examples of a very well executed video strategy was a long-form landing page that, with the iPad, offered a paragraph of content followed by a video example and explanation. Brian Signorelli deems this the "White Video." I felt like I was going through her journey.

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The Martec Future: Digital Souls, Augmented Humans, and Marketing Technologists

[fa icon="calendar'] Mar 30, 2018 10:23:00 AM / by Brian Signorelli posted in yin and yang show, sales forecasting, Inbound Sales Community, sales evolution, Inbound Selling, marketing, Inbound Sales

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I recently had the pleasure of talking with Scott Brinker of Chief Martec about where sales and marketing technology is heading in the future.

Scott started his Chief Martec blog to discuss and review technology solutions in the service of marketing or sales -- marketing automation platforms, social media marketing systems, content management systems (CMS), CRMs and content marketing tools. There has been an explosion of technology solutions within the marketing and sales space, and it is difficult to find a category where there isn't some sort of disruptive innovation happening. There are likely 5,000 or more companies in this space now -- from a few multi-billion-dollar companies like Adobe or Salesforce to a plethora of hundred-million-dollar enterprises, to what is an infinite long tail of companies, some of whom are not yet profitable. The technology empowering marketing and sales is an order of magnitude greater than the capabilities available just 10 years ago.

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The Yin and Yang Show With Bob Ruffalo and Marcus Sheridan: Key Takeaways

[fa icon="calendar'] Mar 23, 2018 9:15:00 AM / by Brian Signorelli posted in yin and yang show, sales forecasting, Inbound Sales Community, sales evolution, Inbound Selling, marketing, Inbound Sales

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Digital marketing has undergone a sea change in the last five years or so. Inbound marketing was fairly easy in 2012, when you could use SEO to rank for original blog content that you published regularly. However, since every company is now using the tactic, it has become stale and ineffective.

I was in conversation with Bob Ruffolo of IMPACT and Marcus Sheridan of The Sales Lion and got to pick their brains on the current state of sales and marketing, and where they are headed in the future. Here are some of the key takeaways from the conversation.

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End of Year Top 5 Favorite Episodes

[fa icon="calendar'] Dec 30, 2017 4:44:00 PM / by Brian Signorelli posted in yin and yang show

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Mario and Luigi Take Over Tokyo and Our Top 5 Favorite Podcasts of the Year

 
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SMarketing, MQLs, SQLs, and Why I am a Spoiled Sales Brat

[fa icon="calendar'] Dec 18, 2017 10:30:45 AM / by Brian Signorelli

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The Missing Inbound Sales Link

[fa icon="calendar'] Nov 17, 2017 3:20:00 PM / by Brian Signorelli posted in yin and yang show, Sales Coaching, Inbound Sales Process, Inbound Selling, Lead Generation, Sales Enablement, Evolution of Sales

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There is a missing link between the inbound lead handoff from marketing to sales. Do you know what that link is?

There’s a gap in between the inbound methodologies. As an agency partner, I know we have felt the missing link between the marketing lead and the sales hand off. This week, we talk to David Fletcher from Maven Sales Group about how they fill the gap.

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Top 6 things to interview for when hiring a sales rep

[fa icon="calendar'] Sep 16, 2017 2:01:00 PM / by Brian Signorelli posted in yin and yang show, Sales Negotiation, Sales Coaching, Sales Leadership, Inbound Selling, Leadership, Inbound Sales, Insider

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What to interview for when looking to hire an entry to mid-level sales rep

If you’re looking to find interview tactics for your next interview with a sales rep for your company, this podcast episode is the place to start. HubSpot veteran Brian Signorelli shares the top six things to interview for in a sales rep.

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How to Hire Sales Reps - Tips from a HubSpot Sales Veteran

[fa icon="calendar'] Sep 8, 2017 8:57:00 AM / by Brian Signorelli posted in yin and yang show, Sales Coaching, Sales Leadership, Inbound Selling, Leadership, Sales Enablement, Inbound Sales, Insider

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Using LinkedIn to find and connect with qualified, right fit sales reps

We explore sourcing and connecting with the right sales rep candidates. Brian Signorelli offers his top three tips: 

  • Outreach - how to reach out to reps fitting your ideal profile
  • Messaging - what to put in your messaging and subject line to get a high response rate.
  • Candidate Tracking - Track it and keep a list of reps you reach out to in your CRM so you can track and manage
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Summer How To Series: Get Buy-In for Inbound Marketing and Sales

[fa icon="calendar'] Aug 18, 2017 2:35:00 PM / by Brian Signorelli posted in HubSpot, yin and yang show, marketing, Inbound Sales, Insider

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When the inbound marketing and sales conversation comes up in the office technology industry, traditional copier dealers don’t always understand how inbound, or marketing automation, really work. VPs of sales and marketing directors are faced with convincing the president of the dealership that inbound is the best path to digital lead generation, but it’s not as easy to do this as it might sound. I’ve been there. I failed miserably at selling the president of the dealership I worked at. 
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