Helpful Lead Generation, Sales, Marketing, and Hiring Strategies

12 Social Selling Tips for Padawan Learners

  I have embraced social selling. Practicing it has opened doors for clients and produced freelance and full-time opportunities. Social selling techniques and activities are opportunities for growth. They will help you improve, warm up, and build relationships with people. I prefer a balanced outbound and inbound strategy that includes many approaches. Give these 12 methods [...]

By |2018-11-10T12:49:38+00:00July 30th, 2018|Blog|

9 Time-Management Pointers for Super-Busy Sales Reps

9 Time-Management Pointers for Super-Busy Sales Reps “Time is the scarcest resource, and unless it is managed, nothing else can be managed.” — Peter Drucker High-performing salespeople are disciplined and use their time effectively. Implementing structure and organization around your time and activities will put you on a productive path to success in sales. Here are 9 on-point [...]

By |2018-11-10T12:51:38+00:00November 25th, 2016|Blog|

How to Hire the Right Lead Generation Representative

If you are a Lead Generation, Market Development, or Sales Development hiring manager, you know that a bad hire can cost you. Not only do you lose time, money, and potential customers -- the wrong person is likely to reduce productivity and decrease morale.   For a well-rounded perspective on a candidate, I suggest multiple [...]

By |2018-11-10T13:04:34+00:00May 14th, 2016|Blog, Featured|

Direct Mail is Back from the Dead

Direct mail can break through the digital overload, which your target contacts experience daily. Results, however, will depend on how you execute your campaigns! Over the years I have witnessed many demand generation marketers, lead generation reps, and sales reps wasting time and money sending shocking amounts of letters, brochures, gifts, and single direct mail [...]

By |2018-11-10T12:52:58+00:00April 10th, 2016|Blog|

10 Reasons Why a B2B Lead Generation Department Should Report to Marketing and Not to Sales

Throughout my career, I’ve seen and have had a lot of real-world experience with Lead Generation Departments (Market Development, Account Development, and Business Development Departments) that have reported to Sales, to Marketing, and wildly…to both at the same time. As a consultant I regularly advise that appointment setting Lead Generation Departments report to Marketing and [...]

By |2018-11-11T18:39:30+00:00January 21st, 2016|Blog|

7 Tips for More Effective B2B Demand Generation, Lead Generation, Marketing, & Sales

Today for a business to survive and thrive, marketing departments must have a documented content marketing plan. “NO plan” equates to inconsistency and poor inbound marketing results. It’s vital to create and distribute a variety of compelling content daily to educate, provide value to suspect contacts and help them accomplish their objectives and goals. My [...]

By |2018-11-11T11:12:18+00:00January 4th, 2016|Blog, Featured|

What percentage of total B2B sales opportunities should be qualified?

This reflection comes from a thoughtful comment and question on one of my earlier posts titled Sales Pipeline Stages & Probability Percentages. Question: "Great information. What is your opinion about what percentage of your total opportunities should be Qualified, etc. For example, if I have 281 opportunities and 54% of those are in the "Target" stage, is [...]

By |2018-11-10T13:00:24+00:00January 4th, 2016|Blog|

Sales Pipeline Stages & Probability Percentages

I've been involved in dozens of companies' sales opportunity pipeline stages over the years. To drive accurate forecast reports for Executive Management and The Board of Directors, my recommendation is to keep the sales stages simple and easy to understand in a sales force automation (SFA) and /or customer relationship manager (CRM) tool. Below are [...]

By |2018-11-10T13:01:30+00:00October 13th, 2014|Blog|

Sales & Marketing Alignment from an Insider

Yes - lead definition, digital scoring, marketing automation, qualification, recycling, service level agreements, closed-loop reporting, and dashboards foster sales and marketing alignment… to a point. Do you want to know how to take alignment to the next level? With either dedicated in-house, or outsourced lead generation (market development, sales development) people, did you know you [...]

By |2018-11-10T11:59:55+00:00August 4th, 2014|Blog|

Bad to Great Databases & Lead Generation Marketing

High quality data is half the battle to successful lead generation marketing Best case as an organization, you run multi-channel lead generation marketing campaigns to utilize your valuable data. To do so effectively, you should have a formal, internally published data entry policy and a visual how-to guide for all sales force automation (SFA) and [...]

By |2018-11-10T13:03:21+00:00July 16th, 2014|Blog|