A peek under the cover: Understanding what’s inside a well-crafted sales playbookAre your sales people on the same page? Are they following a … [Read more...] about Playbook TOC
PE Transformation Process
From Chaos to KickassBy Dan McDade, Managing Partner, Prospect-ExperienceHow well are your B2B organization’s sales and marketing behaviors, practices … [Read more...] about PE Transformation Process
Multi-touch, Multi-media, Multi-cycle Marketing, Multiplies Results
Reaching out to your prospects multiple times, using a variety of media (calls, emails, etc.), across more than one sales cycle really does make a … [Read more...] about Multi-touch, Multi-media, Multi-cycle Marketing, Multiplies Results
How Much Should a Lead Cost?
Your cost-per-qualified-lead is higher than you thinkVirtually every aspect of our lives is counted: From the calories we consume (too many), to the … [Read more...] about How Much Should a Lead Cost?
Why you need to test your sales playbook before taking it to the field
A sales development playbook documents everything your team needs to generate, qualify, nurture and close leads, including processes, cultural values, … [Read more...] about Why you need to test your sales playbook before taking it to the field
The MarTech stack is important—but not till your ducks are all in a row
Companies over invest in marketing technology. Why? Because it’s the easiest thing to do. Strategy is hard. Integrating marketing and sales is hard. … [Read more...] about The MarTech stack is important—but not till your ducks are all in a row