Posts

How to make a perfect funnel model of your imperfect funnel

You work really hard for three years and does that leave you with 2% of the market or 20% of the market? How do you know? How much market do you need? We’ll explore how to make a perfect funnel model of your imperfect funnel in this week’s show. Here’s how the basic math works. […]

Is inside sales the key to better response rates?

  It’s all about responding quickly. In a study published in the Harvard Business Review, two researchers drew on some work across over 1,000 businesses and what they reported back on was how quickly businesses responded to online leads. Again, there is context, it was about specifically online leads and it was an American study […]

Hurry up and wait! How to reduce sales cycle length

  In B2B marketing, we often fret over the length of the sales cycle – it’s always too long. If the economy gets nervous the funnel slows even further. So we’re asked something like “how do you make your funnel flow faster?”, “how do you reduce the sales cycle?” and “how do you make buyers […]

Basic sales calculator tells a misleading story

How many leads do we need? A basic sales calculator will help you work out how may proposals and leads you need to meet your sales target. And it will be wrong. Adding just a small degree of sophistication to your sales calculator will deliver you a very different conclusion, resulting in a very different […]

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 […]

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 […]

Demand beats Brand (but only to a point)

  Get your copy of our 2014 Sales and Marketing Alignment Report In B2B marketing, demand is more important than brand, but only to a point. So, can you have too much demand? If you have listened to some of my recent blogs, you know that in 2005 we published the first of our landmark reports […]