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How Empathy Will Grow Your Sales and Marketing Pipeline

Are you using empathy in your marketing? Why? Because marketing isn’t something you do to people; it’s something you do with people. You might be wondering: why am I saying this? The problem with modern sales and marketing A problem with I see with marketing (and sales) is this: we get clinical and treat our […]

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How optimization increased sales development rep leads by 304%

Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. Why not add a little hard science to that testing? Read to learn the results of three teleprospecting tests that used a simple repeatable process to increase sales handoffs 304%.

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16 Proven Ways to Get More & Better Opportunities Now

When I’ve talked with marketers about their B2B lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase quantity” or “We need to generate more qualified sales leads.” Marketers spend a lot of time and effort doing inbound marketing, but they often struggle […]

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How to Use Trigger Events for More and Better Leads

People aren’t ready to buy when we want to sell. Think about it. This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help generate more sales CEB discovered that a typical for B2B customer is 57% into their purchase process before they […]

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Improving Lead Capture: 201% increase in leads with a better value proposition

Imagine doubling your lead conversion rate by doing one thing. What’s that one thing? Creating a better value proposition on your landing page. In the case study, you’ll learn how one company clarified the value proposition of a landing page for a 201% increase in captured leads. Here are the details of that case study: […]

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Lead Qualification: Stop generating leads and start generating revenue

B2B marketers, stop focusing on generating leads. You’re wasting your time and your sales team’s time. Now that I have your attention, here’s what you should focus on instead: helping salespeople sell. How do you do that? By sending them only qualified leads. Most leads aren’t qualified Leads are only qualified when they fit your […]

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Teleprospecting: When marketing lead response time is a priority (and when it’s not)

When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of […]

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