10 Tips to Align Your Sales and Marketing Teams

By on July 27th, 2022

Sales and marketing alignment is key to driving success regardless of your industry. Believe it or not, teamwork does in fact make the dream work for your marketing campaigns. Source: Teamgate The disconnect stems from the two team’s seemingly disparate goals. The marketing team is expected to generate as many leads as possible, while the sales team is under pressure to turn those leads into paying customers. This often causes…

10 Simple Tricks to Accelerate Your Sales Pipeline

By on February 15th, 2022

We know the sales cycle is composed of phases. It may vary greatly, especially on the time that it takes to complete. A long sales cycle typically requires several touch points and spans several weeks to months. I remember seeing around 84 days to convert a lead into an opportunity when I ran demand generation for a large software company. Then  it took on average, another 18 days to turn…

How to Prioritize Your Best B2B Leads

By on January 20th, 2022
b2b lead qualification

I hate to be the bearer of bad news, but most of your B2B leads most likely won’t convert into sales. Some might not be ready to buy, some you could lose to competition, while some might have needs that your solutions don’t exactly fit. You aren't alone in this struggle. Only 12% of B2B marketers are actually satisfied with their lead conversion initiatives. As B2B marketers, you need to…

Helping Hesitant Customers Make the Purchase On Your Site

By on July 13th, 2021

It happens all too often: a person is shopping on your site. They’ve picked out a product or two, added them to their cart, created an account, and might have even put in their credit card information, but all of a sudden just stopped. They don’t finish the purchase, never come back, and you don’t know what happened. Does that scenario sound familiar for your eCommerce business? Do potential customers…

Why Sales-Marketing Alignment Is Necessary for ABM to Be Effective

By on August 3rd, 2020
account-based marketing

Account-based marketing (ABM) offers a lot of benefits to most B2B organizations. An expert round-up on Forbes Agency Council revealed that the majority of B2B business leaders saw incredible results from an ABM program, including improved lead generation, opportunities for personalization, lowered costs, and better relationships with clients. All of these things can clearly lead to a more profitable company and a better customer experience, which is why many companies…

2 Tips to Connect and Build Rapport with People Immediately

By on March 19th, 2019

Want to connect better with people on the phone or in person and build rapport today? Over the past few days, I’ve had two readers reach for advice on how to do better outreach. One reader wrote, “never had a role like this before and I’m desperate to succeed and be the best I can be for myself and the company.” Another one writes, “thankful for any help I may…

5 Powerful Re-Engagement Tactics to Warm Cold Leads

By on March 12th, 2019

As anyone in sales or marketing knows, there are plenty of issues that can derail everything from a campaign funnel to a prospect's buying decision. Circumnavigating, or even better, mitigating these issues entirely is what keeps us on our toes. When it comes to sales specifically, it is a common problem to see a lead go dark, and can be worrisome when you audit your prospect lists and discover just…

Why Not to Focus on Marketing & Sales Alignment in 2019

By on January 23rd, 2019

The page had hardly turned on 2018 when I saw the headline . . . “Why You Need to Align Your Marketing and Sales Team for 2019.” Another year, another article for why it is important for organizations to align their marketing and sales teams – as if organizations do not know this given the hundreds of thousands of articles and blog posts that have been written about the topic.…

How to Boost Your Conversion Rate With Predictive Lead Scoring

By on January 14th, 2019

To make the most out of your marketing budget, it’s essential to focus on your leads with the highest chance of conversion. But how do you identify these leads? It can be very difficult for a human to accurately identify high-quality leads, even with a large amount of data. In fact, the more data you collect, the harder it becomes – as the number of different variables grows, working out…

4 Steps To Do Lead Nurturing That Helps More Customers Buy

By on October 24th, 2018

Marketing can take you on a long hike. The one thing I can guarantee you about the journey is that getting more leads are not better if you don’t know how to nurture. The goal of lead nurturing is to help potential customers on their buying journey. It’s not just about converting leads to becoming “marketing qualified.”  It’s about helping them progress along the way to get more sales. That…