Blog
An Insider’s Guide to Sales Funnel Management
Unlike a real funnel, sales funnel management takes more than gravity to move leads. Defined stages and effective processes are required to push deals through. As a sales insider, I’ve encountered sales processes that work – and those that don’t. In this article, I’ll...
Writing Right: Using Data to Drive Your Content Marketing
Content marketing has proven its worth, bringing in three times more leads and costing 62% less than traditional outbound marketing (Hubspot). Despite these stats, a recent NetProspex and Content Marketing Institute whitepaper found that 85% of B2B marketers said they...
Content Marketing Best Practices: Stats You Can’t Ignore
The Stats on Content Marketing Don't Lie Thoughtful marketers have embraced content marketing. In fact, 88% of B2B marketers use this effective strategy (source) and most companies spend up 20-40% of their budget on content marketing (source). Over half of business...
Your Go-To Sales Plan: Why Targeted Account Selling Should Be Top of Your List
What’s your business development go-to method? Individual targeting? Cast a wide net and hope for a catch? A blending of the two? Good sales starts with methods that work. In today’s businesses, 3-5 individuals are involved in most decision-making processes. You can...
Digital Marketing: Facts, Stats & Trends to Watch
Digital marketing remains one of the best ways for both B2C and B2B companies to reach customers. A recent We Are Social study showed that 71% of internet users in the US searched online for a product or service in the last 30 days, and 66% made an online purchase...
Content is KING – Not King-Sized: The Volume vs. Value Content Confusion
[vc_row][vc_column width="1/1"][vc_column_text]According to a recent Content Marketing Institute Survey, 88 percent of businesses surveyed are engaged in content marketing. Unfortunately, this data does not show how many of these businesses are producing quality...
8 Steps to Improving Your Sales Territory Management
We all enjoy a good road trip. However, the way of the road trip has changed significantly. In the past, a map planned your route. Today, GPS and smartphones make your trip more efficient, helping you avoid traffic and other problems that could sidetrack your...
6 Best Practices for Sales Pipeline Management
A recent Forbes study showed 63 percent of executives feel their business has “ineffective” sales pipeline management. Such a staggering number reveals pipeline mismanagement as an all too common issue. This is alarming considering pipeline efficiency plays a critical...
Leveraging the Phone Call: The Professional’s Guide to Phone Prospecting
It seems we go to the phone less and less. Many no longer have a landline, and our cell phones function more as handheld computers than anything else. Yet, in sales the phone still prevails. Business professional receive an average of 115 emails a day – a call stands...
7 Tips to Improve Your Sales Management Process
If sales (read revenue) is at the heart of your business, your sales management process is what keeps it beating. To keep the pipeline flowing, this process must be in constant, efficient motion. Some have tried quick tricks to improve their sales management...