Building Referral Sources that Produce Amazing Leads
As B2B businesses, we all love referrals. Why? The answer is simple. They usually come from qualified sources such as a customer or partner. Referrals already have a level of trust because they trust the referrer. When the referral becomes a customer, they are loyalty...
4 things a small business website must have to convert sales
Your website is the online presence of your brand. It is always the second touchpoint experience for the user. We say second because the experience guides them to your website such as a social media post, a search engine result, a business card, or a conversation with...
Is Your Lead Qualified? Ask these 4 Questions
Getting leads is hard work. Getting qualified leads is even harder work but very rewarding when those leads turn into customers. A few months ago, we wrote a series on Follow Up Fatigue and the importance of a strong sales funnel that attracts qualified leads. Even...
4 Ways to Make Your Marketing Survey Successful
In our last blog, we shared the relevancy of a survey in marketing strategies. We shared the importance of real feedback from real people, positioning yourself as an industry leader, and making better decisions with precise data gathered from the survey. If you missed...
3 Reasons Surveys Are Still Relevant
Recently, we launched a CRM survey to learn more about our industry and collect qualified data. Now before you think of someone like the Survey Ladies episode of the 1990’s cartoon, Animaniacs, we want to share 3 reasons why surveys are still relevant for marketing...
Bottom of the Funnel: How to Close the Sale
Over the last couple of blogs, we have been making our way through the responsibilities of the sales funnel. We have looked at the top of the funnel which is primarily the responsibility of Marketing. We have looked at the middle of the funnel which is shared...
Middle of the Funnel: Getting Qualified Leads to Become New Sales
In the last couple of blogs, we have discussed the marketing and sales funnel, who’s responsibility it is, and a deeper dive into the top of the funnel. Following the sequence of the funnel, we look at the middle of the funnel which is the duel responsibility of...
See How the Top of the Funnel Looks for B2B Companies
Last week, we wrote about the sales funnel and the responsibilities of Marketing and Sales. The sales funnel needs both Marketing and Sales to be successful. In this blog, we are going to take a deeper look at the Top of the Funnel which includes the first two stages...
The Sales Funnel: How to Get Marketing and Sales on the Same Page
Every business has a sales funnel. Some businesses have a very concise funnel with specific stages while other businesses manage their sales funnel loosely. If you were to ask business owners who is responsible, you will probably get mixed answers. Some will say Sales...
Who Is Your Next Target: Your Current Clients, Referrers or Prospects
Last week, we talked about flipping the Sales Funnel upside down so that more selective prospects are attracted to you, generating more sales with less effort. Prospects, however, are only one part of building a durable and sustainable pipeline. Current clients and...
Be Selective and Create Better Leads with an Upside Down Sales Funnel
When we go to business networking events and ask, “who is your audience,” we often here a one-word answer. Everyone! This answer is usually the result of a very ambitious new-to-sales salesperson or an unclear understanding of the company’s target customer. When there...
“Low Hanging Fruit” increases the risk of Follow Up Fatigue
[vc_row][vc_column][vc_column_text]Over the last few weeks, we have talked about a real issue for sales and marketing professionals and that is Follow Up Fatigue. Follow Up Fatigue happens when you spend too much time following up on leads which are not your best...