Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!

Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of the senior players in the decision to purchase a new widget.
During the course of your considerations, you find an interesting webinar […]

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun.

I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face or …

Logic would tell us that our modern – post Dale Carnegie – sales processes are failing. Given the facts, there is no logical reason to believe that a purchase will follow from our selling behaviors. We close at such a miserably low rate that it’s quite stunning no one even consider that  maybe, just maybe, something should be done about […]

Depending on the selling approach you’re using, you are closing between .6% – 7% , regardless of size of solution or industry.
These numbers are far lower than they need to be: so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which are the buyer’s final considerations), and ignore the […]

If you attempt to get meetings just to ‘get in front of’ a prospect (assuming that your solution will rule the day); if you present to whichever prospects will agree to see you; if you pitch when the buyer doesn’t have all of their ducks in a row, you’re not only wasting your breath, but potentially […]