10 Simple Tricks to Accelerate Your Sales Pipeline

By on December 9th, 2020

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…

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…

A Guide to Researching Leads Before a Sales Call

By on September 13th, 2018

Not everyone’s a natural-born salesperson, and for a lot of professionals, the sales call is a daunting task. You’ve most likely experienced a call that went from bad to worse in an instant, where you seemingly fail to impress your prospect no matter how hard you try to sweeten the deal. You think you used the right language, prepared for the call, and worked hard on understanding what to offer…

Weekend Reading: “Exactly How to Sell” by Phil M. Jones

By on July 27th, 2018

For the 185th episode of The Marketing Book Podcast, I interviewed Phil M. Jones, author of Exactly How to Sell: The Sales Guide for Non-Sales Professionals.

Weekend Reading: “Objections” by Jeb Blount

By on July 6th, 2018

For the 182nd episode of The Marketing Book Podcast, I interview Jeb Blount, author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No.