How we produce our weekly video B2B Marketing blog

  If you are committed to a regular schedule of blogging, you’ll know that the production needs to be efficient or the process can quickly become unaffordable. Video is a super engaging medium for blogging, but might appear unaffordable at first glance. Great corporate videos on your web site deserve a high quality production, but […]

How to calculate your sales conversion rate (II), and why speed kills

In last week’s show, we offered 10 steps for calculating sales conversion rate. We also promised to show you why lag is death. In English, why a buyer who has taken longer than normal is unlikely to buy from you at all. So does that mean there is merit in using assertive marketing and sales […]

B2B Sales: You need to focus on the workarounds that aren’t working

In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than leading with their products. But there’s a potential problem: any organisation, any stakeholder, always has many more issues that they would like to address than they could possibly have the have money, time, or inclination to deal with. […]

Calculate your sales conversion rate in 10 steps, and discover why lag is death

  Ask any Sales Manager, and she will tell you that her team closes 1 in 4 (or 3 or 10, whatever it is, they usually know the number). Ask a marketer what his click through rates on emails are, and again, he will know (maybe 4-5% of successful sends). But ask them how many […]

Step up your lead generation game with these 5 tips

  As we all know, your website is your shop window. In this day and age your website’s look and feel along with its functionality can really turn your customers on or off, there is hardly anything worse than a dated website that gives you a sense of the early 2000s. Nostalgia is a no-go […]

Are your sales people merely communicating value – or creating it?

One of the problems with creating generic “unique value propositions” is that they are just that – generic. They might be a useful basis for communicating mass-marketing messages, but they are not a suitable basis for a truly productive sales conversation. To be truly effective – and to have real impact – your sales people […]