The most successful companies don't have just good lead generation and lead nurturing systems, they also make sure that their salespeople never leave money on the table. Here is what superstar sales reps do differently. Always be closing Remember Alec Baldwin's advice in Glenngarry Glen Ross?
Inbound Marketing Is Overrated
Higher conversion rates, improved ROI, better quality leads. These are some of the benefits inbound marketing promises. Although in many situations what you can accomplish with inbound marketing is simply overrated. In their haste to obtain quick results, many companies dive headfirst into
Expert Advice from 7 Top B2B Sales Pros
Ask any CEO what keeps her awake at night and you can be sure that increasing sales is top of the list. If you want to take your company to the next level, you have to zero in on the strategies that will make a real impact. And who better to ask than people who have mastered the game? Here are
Strategies and Tactics for Effective Lead Nurturing
Sometimes it feels like deciding how and when to contact leads is more an art than a science. As tempting as it is to just push more content through more channels, this approach is neither efficient nor effective. Marketers have indeed more options than ever to communicate with leads, but consumers
Confused About Content Marketing, Lead Nurturing and Drip Marketing? Let’s Sort It Out
If you work in B2B marketing, you have certainly heard about content marketing, lead nurturing and drip marketing. But are they really the same thing? What is content marketing? There is more than one way to define content marketing, but the Content Marketing Institute offers a widely accepted
LinkedIn Headline Mistakes You Should Stop Making Right Now
First impressions matter. That’s why you should take your LinkedIn headline seriously. LinkedIn inserts your job title automatically, but that’s easy to change. As explained in 5 LinkedIn Optimization Tips Nobody Told You About, your headline should grab attention. Let’s look at the most
11 Ways to Accelerate Revenue Growth in 2017
The end of 2016 is upon us. It may not be your fiscal year end, but if you’re interested in accelerating revenue growth, the New Year is a good time to start. Here are 11 keys to success: Make time to think Seriously. Clear your agenda of those useless meetings. Make time to think. It is
How to Select the Right Content Marketing Agency
Content marketing is often hyped as a panacea for all kinds of marketing problems. Can’t rank #1 on Google? Not enough good quality leads? Need to build a great brand? Content marketing is seen as the magic bullet for nearly everything! In this context, it’s no wonder that every
Does Your Marketing Strategy Need More Strategy?
In B2B, most companies think their marketing strategy is sufficient when they know which marketing tactics will attract the qualified prospects needed to achieve their revenue goals. That is certainly important, but a marketing strategy is much more than just a lead generation plan. So how do you
Nurturing Relationships: It Goes Both Ways!
Not too long ago, a client of mine sent me a great book: Mindset: The New Psychology of Success by Carol Dweck. In addition to the book, my client had taken the time to write a personal note: “Geraldine, As soon as I started reading this, I knew you needed a
