The Pocket Guide to Lead Qualification and Nurture
Leads are great. Qualified leads are better. Your sales team spends a lot of time building their network, nurturing leads, and finding COIs to help them get in front of decision-makers. The last thing they need is more noise — which is why lead qualification is paramount if you want your sales team to have […]
How High-Quality Design Drives Sales for B2B Companies
Did you know that a well-designed brand, used consistently across your sales materials, can increase revenue by up to 23%? Yet, many sales leaders balk at the investment in design, deterred by concerns over cost, the time it takes to see tangible results, and the elusive nature of measuring its return on investment (ROI). You […]
Unlocking the ROI of Your Small Business Website: Cost, Value, and Impact Explained
For small business owners, the upfront cost of a new website can provoke a severe case of sticker shock. Estimates vary so broadly that they seem to belong to different universes. One quote might hint at a modest investment for a sleek, simple site, while another demands a premium for a digital masterpiece brimming with […]
Create and Use Case Studies to Compel More Conversions
Imagine your potential customer is out on the road, hitchhiking. You pull over to give him a ride, and there are things he needs to know right now before he even thinks about climbing aboard. Like hitchhiking, deciding to hop in and try your product or service can be nerve-wracking for your prospects. They have […]
Do Small Businesses Really Need To Make Their Website Accessible?
Like many business owners, I’m going to assume that when you think about website accessibility, you become a bit anxious, wondering what it all means. Well, you’re not alone. Many small business owners are in the same boat, questioning if the rules really apply to them and worrying about the potential costs of compliance. And […]
How B2B Sales Leaders Use Blogs to Attract Leads and Close Deals
As a business owner, it can be challenging to see how something like a blog article can play a role in your growth goals. And, you are not alone. I know a lot of sales leaders and CEOs that I constantly have to remind about why their blogs are important. One objection we commonly hear […]
How to Identify & Empathize with Customer Pain Points to Solve Them Once & For All
When it comes to B2B sales, decision-makers don’t really buy from brands or companies. In fact, according to IBM, 78% of customers don’t even feel understood by brands. (yesware.com) At the end of the day, people buy from people — namely, people they’ve come to trust, who genuinely understand their business challenges and want to […]
How to Have a Successful Marketing-to-Sales Handoff
If you’re a B2B sales leader struggling to convert those leads, you’re not alone. One key milestone in the sales pipeline that can make or break a sale is the Marketing-to-Sales handoff. This is where your marketing team hands over the leads they’ve generated to your sales reps, so they can work their magic […]
The Ultimate Guide to Using Sales Collateral for Every Stage of the B2B Buyer’s Journey
From awareness through consideration to decision, your potential customers go through months of research and debate before they’re ready to sign on the dotted line. With the right sales collateral, your sales team can help prospects through that journey, down the sales funnel, right into a closed-won deal. Here are our must-haves, must-dos, and never-forgets […]
Email marketing vs. social media: which is better?
As a digital marketer, there’s a good chance you’re wondering where your money (and time and brilliant ideas) would be best spent — especially during times of uncertainty when everyone’s trying to do more with less.
