Sales is strategic – you do things a certain way in a certain order because, based on experience, you know it works. There’s always some room to get creative and be flexible, especially ina world where buyers are often...
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In my work helping companies build their businesses in the manufacturing, engineering, and technical markets, I often receive pushback about the importance of inbound, digital, and outbound sales and marketing. So many of the prospects I deal with on a...
It doesn’t matter what industry you’re in – manufacturing, technical or industrial or something else – at some point, we all need to select software for our company. If you’re looking to purchase or implement software, it’s typically because you don’t yet...
Successful sales forecasting results in increased revenue streams. We sat down with our resident sales expert,Michael Murphy, for a high level discussion into what makes sales forecasting successful.What is a sales cycle and how does it factor into sales...
You’ve probably heard of sales enablement, but you might wonder what it means exactly. I think of it this way: if you work in sales, any tools, processes, or systems you use to become more efficient and productive at...
The dynamic between sales and marketing activities has taken a vast jump as a result of the expansion of internet and digital marketing. It’s 2021 and the world of B2B marketing and sales has been online for a while...
Inthe last installmentof this series, we talked about the importance of metrics and analyzing data in the Revenue Performance Management (RPM) process. The next step is optimizing the cycle so the leads and the sales keep flowing. When we...
As we’ve outlined, there arenine steps to effective Revenue Performance Management.Let’s look closer at step one. Step 1: Find leads or be found by prospects. Of course you must find or be found by prospects, but first you must...
Previously, we delved into defining buyer personas (ideal contacts who may potentially buy from you) and using the right content (information that resonates with that persona) to reach them. Now that you have successfully found leads (or they’ve found you) it’s...
Whether you’re just starting out or well-established, there’s a lot to think about while running a business! In this blog, I’m going to focus on revenue. It’s one of the most important factors in maintaining the health of your...