In a previous BrightTalk webinar, I surveyed the audience of sellers and asked, What is your biggest challenge in prospecting? I thought the results were extremely interesting—and they validated what I’m hearing from many businesses and sales pros about their challenges in new business development. Of the 120 live viewers,

At a friend’s recommendation a while back, I read a short but poignant book by Jon Gordon: Training Camp, A Fable About Excellence. You may recognize his name from one of his many other books, such as The Energy Bus, The Carpenter, and The Positive Dog. Jon has a gift

Let’s take a look into our crystal ball and see the future of B2B marketing. While the field of digital marketing isn’t immune to seismic disruptions (we’re looking at you, 2020), there are data-backed trends that we can use to predict how B2B decision-makers will want to engage with companies

The question I ask sellers and business owners most often is: “What’s the biggest obstacle to where you are now and achieving your sales goals?” What does your gut tell you is the most popular response? What would you say? Here are their answers in descending order: 3rd most common

In an interview by Paul Watts for his show Sales Reinvented Podcast he asked me, “What’s one thing you wish you knew earlier in your sales career?” My answer: “I wish I would have known to be more hardcore at pre-qualifying.” Yup. Pre-qualifying prospects is critical and when I think

I’m following up on last week’s post, The Power of Feedback with my promise to show you: The Biggest Mistakes We've Found When Coaching You On Sales Phone Calls We use call recording as a powerful way to help sellers improve their skills. This process is incredibly effective at assisting

Why Effective B2B Marketing Strategies Always Include Email Some businesses overlook email marketing in their overall marketing strategy, thinking it’s out of date, irrelevant, or ineffective. Your business shouldn’t be one of them. Email marketing is far from extinct, with 31% of B2B marketers saying email newsletters are the best

So, you want to grow your business. That’s a fantastic goal! In our experience, growth goals won’t get very far without a strategy. Developing a growth strategy may seem like a daunting task, but with an effective B2B Marketing team at your side, the process is so much easier. One

I just came back from a phenomenal sales conference with my peer group, the Women Sales Pros. We have a public half-day conference and then two days of our private group learning and growing through shared expertise. It was my privilege to be tapped for a first-time session of “Cold

These days you hear a lot about SEO, and for good reason. It’s a critical aspect of a business’s online growth and it can shape overall business success. But what does an effective SEO strategy look like? How do you know if it’s working? And what even is SEO? Fear