B2B Marketing Strategy and Tactics (13)

How to Support Your VP of Sales to Grow Your Company

At one point in my professional career, I worked under the VP of Sales who famously told the sales organization: “This is the most important quarter of our lives.” It was famous because he said itevery quarter… and he was right!

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How to Support Your VP of Sales to Grow Your Company

At one point in my professional career, I worked under the VP of Sales who famously told the sales organization: “This is the most important quarter

Why Marketing Should Own the Sales Development Team

In the unique world of sales and marketing, one of the newer industry roles is a Sales Development Team or Sales Development Representatives (SDRs).

Sales Metrics for Marketers: Why You Need to Understand These Four

Marketing leaders, you need to understand and care about four important sales metrics. Perhaps you operate under the assumption that once you

3 Outcomes Every Salesperson Is Striving For

Whether you are new to your marketing role or have been leading marketing teams forever, you have probably built an overwhelming list of marketing

B2B MARKETING LIST BUILDING

Three painful lessons I learned building B2B lists

Building lists is a mundane, underappreciated task that can be done by anyone. That's what I thought when I started list building. I was the whipping

SALES LEADERSHIP BUSINESS CHALLENGES B2B MARKETING DECISION MAKING LEADERSHIP EXECUTIVES

Where Are You on the Entrepreneur's Journey?

There are four distinct phases that an entrepreneur will go through: launch, expand, optimize, and scale. While the time frame for each phase is

How to Build a Powerful (and effective!) Marketing System for Prospecting

How to Build a Powerful Marketing System for Prospecting

Whether you are new to your marketing role or have been leading marketing teams forever, you have probably built an overwhelming list of marketing

Marketing Manager Leadership- Stop Reacting, Start Leading!

Marketing Manager Leadership: Stop Reacting, Start Leading!

One of the best lessons that marketing managers can apply to leading their team comes from all-time great college basketball coach John Wooden. Coach

Why Marketing Should Own the Sales Development Team.png

Why Marketing Should Own Your Sales Development Team

In the unique world of sales and marketing, one of the newer industry roles is a Sales Development Team or Sales Development Representatives (SDRs).

5 Ways to Improve the Sales and Marketing Relationship.png

5 Ways to Improve the Sales and Marketing Relationship

The relationship between the sales and marketing teams can easily be strained in any size company. It just takes one poor follow-up with a qualified

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Trade Show Follow-up: How to Capitalize on the Event

You planned your trade show event, you executed a great event that produced qualified leads, and now you need to follow-up generate a return on your

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7 Most Important Ways to Generate ROI From a Trade Show Event

After getting your budget approved and forming a plan for your next trade show event, you need a strategy to execute your plan during the show. This

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7 Steps to Get Your Trade Show Budget Approved

You need to get your budget approved for a trade show, but like most Marketing Directors and Marketing Leaders, you’re dreading that conversation

Premature Proposal Syndrome: How to Solve This Common Mistake

Many salespeople suffer from Premature Proposal Syndrome (PPS), which I call an involuntary reaction to propose a solution as soon as they hear a

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The BANT Meeting Myth vs. Our Successful Prospecting Process

If your company falls in the category of trying to determine whether a B2B prospect meets the BANT (Budget, Authority, Need, and Timeframe) criteria

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