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
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?
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
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
By Eric Rotkow, Managing Director, Founder, Zee Jay DigitalMarketing has their tools. Sales has theirs. The enterprise is full of technology designed … [Read more...] about Your 2020 Imperative: Unify key performance metrics, after all, you have all the tech you need to do it
You read that headline correctly. Sales doesn’t need more leads. They need fewer leads—or more accurately, fewer raw, unfiltered, … [Read more...] about Why your sales force needs fewer leads
About half of the articles I read about the productivity of workers working from home make it sound like it’s the greatest thing since sliced bread. … [Read more...] about Working from Home: Virtual Meetings, Inertia and Bullies
I’ve been working with a prospect for about six months and we had the most remarkable conversation last week. For what are probably obvious reasons I … [Read more...] about This prospect gets it. Sales ignores marketing’s leads for good reason. What to do about it.