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Marketing & Marketing Automation

Sales is a Flawed Model
Friday, 26 Jun, 2015
Sales is a Flawed Model

Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?

Content Marketing that Converts
Monday, 1 Jun, 2015
Content Marketing that Converts

“Content is king”. I’ve heard that phrase for years. But what does it mean?

How Sales, Marketing and Social Can Facilitate the Decision Path
Tuesday, 29 Apr, 2014
How Sales, Marketing and Social Can Facilitate the Decision Path

Unfortunately sellers end up closing a small fraction…

Get it right: Shift the sales and marketing focus to the buy side
Sunday, 26 Jan, 2014
Get it right: Shift the sales and marketing focus to the buy side

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing…

Marketing Automation can facilitate the entire buying decision path
Thursday, 23 Jan, 2014
Marketing Automation can facilitate the entire buying decision path

In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier.

Qualifying Leads: why lead scoring is inadequate
Monday, 20 Jan, 2014
Qualifying Leads: why lead scoring is inadequate

Here are some numbers I’ve recently read: through marketing automation we are closing between 2-8% of leads (as per Jeff Lenskold), 70% of leads buy something (as per Steve Gershik) but not necessarily during the time we are scoring and nurturing them, and 90% of leads ‘fall out the bottom‘.
Here is what these fascinating numbers tell me: 1. we are […]