Six Quick Ways to Increase B2B Revenue Today

Most CMOs and VP of Sales spend their time and focus on messaging, sales skills training, closing deals, branding, and lead generation. But due to the operational demands in the B2B sales process, most companies easily waste 20% of their revenue in the multiple systems and people hand offs that prospects encounter as they goContinue reading “Six Quick Ways to Increase B2B Revenue Today”

By the Numbers – Nurturing Doesn’t Cure Poor Lead Quality

Have you ever reviewed a marketing program and seen terrible opportunity creation results and been told that the names just need to be nurtured?  Mathematically, this doesn’t work and I will explain why, but first a nuance. Nurturing is critical to stay in front of prospects.  Nurturing is important to stay in front of theContinue reading “By the Numbers – Nurturing Doesn’t Cure Poor Lead Quality”

Lead Quality’s Impact on Sales Staffing and Margins

A post on HubSpot this morning titled “Check Out This Chart: The Rise of Marketing Is Killing Off Jobs In Sales” spurred me to do a quick analysis of lead quality vs. sales headcount.  Why have I been thinking of this? With a fixed call volume for an inside sales team, the more leads youContinue reading “Lead Quality’s Impact on Sales Staffing and Margins”

Automation Requirements for Low Touch and High Touch Sales Models

A thought provoking article titled “Marketing Automation Makes Me Wince” by former IBM marketer Jeff Bartman should make everyone consider whether they are in a low touch or high touch sales model. Knowing the difference is key since Jeff’s opinion that marketing automation is overrated makes total sense if you are in a high touchContinue reading “Automation Requirements for Low Touch and High Touch Sales Models”

“Second Tier” Media and Website Traffic

Catching up from holiday posts, I read an article on CMO.COM by Shev Rush of Shev Rush Public Relations about the value of paying attention to second tier PR outlets like bloggers and smaller publications.  Many CEOs are reluctant to engage them since they don’t appear to offer much PR value. Shev points out twoContinue reading ““Second Tier” Media and Website Traffic”