COVID-19 has presented many obstacles and life-changing behaviors in our daily lives, and yet I am finding some positive effects on our collective business lifestyle. Many of us are experiencing remote work for the first time, and that has...
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Yes, I said “celebrate data.” It CAN happen! My last blog discussed how you can create a smoother sales pipeline (aka sales forecast) bypulling the triggeron a CRM. As you’ll recall, it is a process! Revisit ourblog seriesto review...
We’ve beenblogging like crazyabout CRM. Everything from prepping your data to exporting reports for your teams. Anyone can write about CRM. But what’s going on in real life? Is anyone reallycleaningandsegmentingtheir data,loading itinto a CRM and creatinguseful reportsto inform...
We’ve talked aboutthe importance of using a CRM as a single, central place for: Keeping all of these records, and keeping them in the same place (not scattered across three spreadsheets, an old Access database, and a few stacks...
Mypast several blogshave focused on how to remove theroller coaster-effect from your sales forecast. Yes, it can be done – but you must focus oncleaningdata,segmentingdata, and creating well-definedsales stages. As we know, it is important to work out the...
How many of you know who your ideal clients are? You might be thinking, “Of course I do! I completely understand my ideal clients.” But can you describe in clear detail exactly who these ideal clients (sometimes called buyer...
Inefficiency costs companies anywhere from 20% to 30% of their revenue every year, according to research firm IDC. I recently met with a client who was not quite sure if investing inHubSpot, a cloud-based marketing automation platform, was going...
I’ve been thinking a lot about THE debate. You know the one – which marketing strategies are the best?Usmarketers and business development professionals are bombarded withblogs about why theinboundstrategy is the way to go, or whyoutboundis dead or dying....
How to create a B2B sales forecast A predictable sales forecast – is that even possible? We don’t often use “predictable” and “sales” in the same sentence. Our forecast often feels more like a roller coaster ride – not...
So far in this series we’ve talked about ways to manage and drive revenueby developing buyer personas(like Engineer Ernie and Buyer Barney) and creating relevant content,tracking prospect engagement, andacquiringandonboarding new customers. Of course, what works for one prospect might...