Now more than ever, a playbook is needed to define the structure, the processes and the reporting required to successfully engage your market. Your … [Read more...] about Why you Need a Playbook for Sales Reps (Working from Home)
A Bubble in the Funnel
A bubble in the funnel is created when sales reps are starved for leads. The air pocket signifies that your pipeline is weak. (There’s not a lot going … [Read more...] about A Bubble in the Funnel
Multi-Cycle Nurture Processes – Triple the Return on Marketing Investments
Nurturing is essential for successful lead generation—both inbound and outbound. In fact, I propose that nurturing is the most underutilized activity … [Read more...] about Multi-Cycle Nurture Processes – Triple the Return on Marketing Investments
Cadence Management – why it is necessary and why it works
Except for AI and intent data, cadence management is one of the hottest topics in B2B marketing today. In this blog, the tenth in this series, I ‘ll … [Read more...] about Cadence Management – why it is necessary and why it works
Benchmarking, Metrics and Reporting: How Much is Your Database Worth?
This is number nine in a series of 12 blogs covering transforming your Prospect-Experience transformation. This blog covers recommended disposition or … [Read more...] about Benchmarking, Metrics and Reporting: How Much is Your Database Worth?
Is it Fraudulent to Spend Money on Lead Gen Without an ROI?
Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my … [Read more...] about Is it Fraudulent to Spend Money on Lead Gen Without an ROI?
