8 Strategies To Improve Your Sales Prospecting Effectiveness

This evening, I was out on a bike ride with a colleague and between huffs and puffs we were discussing our sales routines for our businesses. We both absolutely agreed that the lack of discipline that we applied to our sales was inhibiting both of our companies. His software product attracts a specific industry and size, so he already knew who his prospect are. My business is smaller, but we’re highly focused on very specific

Ghosts of Marketing Past, Present and Future

Each year I struggle with whether or not to write a predictions post or promote someone else’s. Kapost has put together this infographic – The Ghosts of Marketing Past, Present & Future: The goal of our infographic was to take a snapshot of the past, the present, and not-too-distant future of marketing. We hope you like it. Predictions concern me because they may set an expectation that simply won’t come to fruition. I believe the

How B2B Sales Has Changed

This infographic from Maximize Social Media beautifully lays out the advantage of inbound marketing as part of your overall sales process. It’s unfortunate, though, that they choose to pit one strategy against the other rather than providing how most B2B companies are combining the two strategies. By combining an inbound and outbound approach to B2B sales, you can capture and score your leads as they interact with your content and social activity online. This provides

Why Your Outbound Marketing Strategy is Failing

There’s a temptation by those of us in the inbound marketing industry to discount outbound marketing. I’ve even read where some inbound marketers have said that there’s no need anymore for outbound marketing. Frankly, that’s bunk. It’s terrible advice for any business looking to expand into new markets and connect with prospects they know will make great clients. If you have a well-known brand (as many bloggers and social media agencies do), it may not

What’s the Optimal Web Page Width?

Designing a web site and setting the web page width to an optimal width is a conversation worth having. Many of you noticed that I recently changed the width of my blog’s design. I pushed the page width out to 1048 pixels. Some of you may disagree with the move – but I wanted to share some stats and reasons on why I pushed the theme width so wide. 1048 pixels was not a random