In an earlier post, I explained why B2B Marketing Leads Don’t Respond to Salespeople. Be sure to read this post before proceeding because you must understand the problem before you can appreciate the solution! Now I’m going to explain HOW to get marketing leads to meet with salespeople, which [...]
One of Marketing’s primary responsibilities is to generate leads for the Sales organization to turn into new business. Incredible amounts of time, effort, and money are spent by Marketing to capture these leads including writing excellent content, running ad campaigns, exhibiting at conferences, [...]
A major windstorm blew through my hometown of Ashburn Virginia last year with gusts of winds hitting 60-70 mph. I can still vividly hear the howling winds! After the storm I walked around my house to look for any signs of visible damage. I was relieved to see that I didn’t lose any shingles or [...]
Every system, solution or service purchased by the enterprise that has even a hint of complexity involves a series of conversations with sales reps. These conversations, especially the early conversations, provide valuable insights to the buyer that greatly informs the purchase decision. During [...]
Acquiring top talent is critical for the consulting industry. In fact, the traditional consulting business model relies on firms being able to market themselves as warehouses of top talent. As firms become more digital, putting thought into recruiting consultants is only becoming more essential. [...]
