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Author: Colin MacInnis

InSales Operations

Terminology for Sales Operations

Terminology for Sales Operations Great salespeople know their sales terminology. The following list of terms are often heard on salesfloors of B2B enterprises. If there are terms we missed or you don't understand our definitions, please contact us. We'd love to help you demystify the world of sales operations. 1. Commonly Used Terms for Sales...
InSales Operations

How to Work an Opportunity

What is an Opportunity? An Opportunity is a CRM term used to describe a deal-record. Opportunity records are created when there's a real deal with real sales potential being discussed (to buy products or services). An Opportunity differs from a Lead because a lead is a person-record while an opportunity is a deal-record. A lead's...
InSales Operations

How to Work a Lead

What is a Lead? A Lead is someone who has shown some level of interest to your organization, products, or services. Your organization might have collected a lead from a workshop event, conference, or ebook via your website. A newly created lead is not a sales opportunity (but could become one). New to sales terminology?...
InSales Operations

How to Build a Sales Process

What is a Sales Process? A sales process is a series of activities designed to identify customer needs, align their needs to the services your business sells, and to finalize a purchase; increasing your organization's revenue. In B2C environments, the sales process typically consists of a shopping cart and cash register. Customers are expected to...
InSales Operations

How to Create and Use a Pricebook

What is a Pricebook? A pricebook is a document holding information about the products and services your business sells. It lists every product and service, their descriptions, prices, and discounts your business offers. If your business requires personal contact in order to sell its product/service (a demo, a proposal, or a phone call), you'll likely...
InCompany Updates

Year in Review: 2019

Year in Review: The 4th Entry I started the Year in Review series in 2016. At the time, I was feeling conflicted about decisions I made about school, my career, and lifestyle -- I had no idea where life was taking me. In December of 2016, I wrote a summary of my year. Welcome back...
InMarketing Operations

How to Attract Quality Leads at Events

Photo by Priscilla Du Preez on Unsplash. Are you getting 4+ inbound leads per day? If yes, bravo. However, the reality is most small businesses and startups struggle to build their inbound lead machine. Inbound strategies take a long time to develop. They require constant creation of content, online engagement, advertising, and tireless writing, SEO, and guest blogging....
InMarketing Operations

15 Brand Awareness Campaign Ideas

Photo by Thomas Ribaud on Unsplash. The Art of Attention Ever feel like you're operating in a sea of noise? That everyone is yelling and screaming for attention, leaving you with no exposure? You're not alone. Especially when the brands we're trying to build are for companies selling technical products. In my experience, there are 2 ways to...
InCompany Updates

Year in Review: 2018

Welcome Back to Another Year in Review In this blog post we’re outlining the top achievements, setbacks, and takeaways earned in 2018 (because nothing comes for free). Table of ContentsOverview of Goals Set for 20181. Registered MacInnis Consulting as a Business in Nova Scotia2. Participated in the Techstars Accelerator Program in Boston3. Regularly Published New...
InCompany Updates

Year in Review: 2017

Welcome back to another Year in Review In 2017 I made strides towards my goals set in last year’s review. As a recap those goals were: Become Google Adwords Certified (Video Marketing Specialization) – Complete Google Analytics Certified – Complete Hubspot Inbound Marketing Certified – Complete ConvertedU Conversion Marketing Certification – Abandoned I abandoned ship on ConvertedU’s conversion marketing certification as...
InCompany Updates

Year in Review: 2016

Welcome to the first Year in Review "Year in Review" is a blog post series that was started in 2016. Given it was the holiday season, I started reflecting on where I was in life, where I was going, and where I wanted to be. Without a clear sense of direction, I felt overwhelmed with...