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

Clarity Attacks Buzzwordsmithiness On Contact

A good friend of mine for many years is Steve Woodruff, a self-proclaimed (and very talented) Clarity Consultant, continues to share some rather ridiculous marketing-speak amongst websites and social media profiles. He shared his all-time favorite with me from a couple of years ago: We have pioneered a new model for sustainable, consumer-driven growth based on principles of complex adaptive systems. This is a new premise for strategy for a world undergoing deep structural change:

Marketing Scenario From Hell – Tons Of Leads, But No Sales

Although having a stable source of leads is already a great thing for any business, it won’t bring food to the plate. You will be happier if your sales returns are proportionate to your impressive Google Analytics report. In this case, at least part of these leads should be converted to sales and clients. What if you are getting tons of leads, but no sales? What aren’t you doing right, and what can you do

Accelerating Your Pipeline with Automated Lead Generation

Few companies have the sales power to call on every prospect available. That means that it’s often left to chance or a gut feeling on which prospects that you should spend the most time with. More often than not, this spells disaster for companies. They spend time on prospects that will never convert while they may have leads that are hot and ready to do business. Automated lead generation platforms offer a different approach where

Top 3 Marketing Mistakes New Businesses Make

Why did you start your business? I’ll bet the farm that “because I wanted to be a marketer” wasn’t your answer. However, if you’re like the hundreds of small business owners I’ve worked with you probably realized about 30 seconds after you opened your doors that if you didn’t become a marketer, you weren’t going to be a small business owner for very long.  And, truth be told, that frustrates you because you don’t enjoy

The #1 Complaint About Inbound Marketing

Once every month or so, we hear the same complaint from prospects who are working with inbound marketing agencies and clients that are working with us on their inbound marketing efforts. Not to mention that this complaint is one that I’d make myself with our agency if I didn’t understand how inbound marketing actually worked. Complaint: We’re not getting any business from our website. There’s a serious problem in the inbound marketing industry in how