Posts

How to get Leads from LinkedIn [video]

Hi again, LinkedIn’s core value proposition remains pretty much the same. It legitimizes putting your CV online, keeping it up-to-date, and putting your best foot forward for future job prospects, for most people. That’s fundamentally its core proposition. A lot of us use it for different purposes, but that’s essentially it. That, therefore, means that […]

How to prepare and run the perfect prospect meeting

  Imagine you had prepared seven perfect questions for a prospect meeting. Really insightful, penetrating questions. With a breath, you asked your first and waited – using golden silence. Your prospect considered your question, and answered that the issue didn’t really impact them. Together you explored their answer – you because you want to dig […]

Eight tactics to improve conversion and dominate your market

If you can’t make your funnel flow faster, can you lose fewer buyers throughout their journey? We’ve argued on recent blogs why you can’t speed up your buyer just because you have quotas to meet, but that you can improve your conversion rates. We had a ton of email requests for specific tactics. So this […]

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 […]

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 […]

B2B Marketing Definition

  I’ve not typically been big on the necessity for definitions, but became frustrated recently when a senior marekter threw terms like strategy, tactics around as if they were interchangable. It is not hard to understand what B2B marketing is, nor how it is different from consumer, or B2C marketing. Let’s start at the top: […]

Do your event invitations convey a Valid Business Reason (VBR) for attending?

  By Yulia Edirisinghe In B2B marketing, events are one of the most frequently leveraged tactics, and whether it is a large event, a trade conference, or a small format event in your boardroom, the success of an event hangs on getting the right people in the room. So your event invitation is key. It […]