buyers | content management | sales | competitive research | financial analysis | power & influence
- How to Measure Content Marketing Results B2B companies know they must measure the results of their content marketing. They want to tie their results to conversions, leads, and revenue. But it's not easy when you have multiple buyers participating in a long buying cycle with many stages. ...
- Increase Customer Lifetime Value Matt Trifiro (VP Marketing at Desk.com) gave a terrific keynote at the recent GAUGE conference. My experience with keynotes is that typically they are not that memorable. This was not one of those keynotes. Matt used the fundamental economics of a ...
- Hubspot on How to Generate Sales Leads When Mark Roberge accepted a position at newly-formed Hubspot, he had a goal in mind. He planned to combine science and process with the art of selling to generate sales leads. His methods helped propel Hubspot's growth of 6000% in four years. Mar...
- How Many Sales Leads Do I Need? Every business wants to grow, and to do that you need to find and win more customers. You have to make it easy for buyers to find you and then nurture them through their buying cycle. But how much website traffic and how many sales leads do you need t...
- Why Your Sales Force Needs Fewer Leads B2B companies invest tremendous resources in marketing and sales. Yet they struggle to keep their sales funnel full. Marketing produces more and more leads and passes them on to Sales. Despite this, sales reps cannot close enough business to make thei...
- The Profit Multiplier: Sales Productivity In her work teaching her buying facilitation method, Sharon Drew Morgen (author of "Dirty Little Secrets", reviewed here) states that she has worked with groups who have doubled their sales close rate. This doubling is possible because sales people are f...
- So Many Sales Metrics. Where Do I Start? Seventy metrics. When the speaker told us that's how many Sales Metrics he uses, I thought, maybe for you, but that's too many for most of us. Todd Youngblood (Author of "Think About It...") was the guest at Michael Webb's monthly webinar on sales pro...
- B2B Sales Qualification: a more reliable method A sales rep for an industrial company is selling a product into a new account. The product is complex. The decision-making cycle is long. A purchase will require the customer to learn new technical skills and to integrate the product into the organization...
- Dramatically Improve Sales Productivity Sales professionals look at a lead from marketing and ask three questions: Are they willing to buy? Are they willing to buy from me? Are they willing to buy from me now? If the answer to all three of these questions is yes, then Sales has a qua...