Quantifying Sales & Marketing Maturity
Quantifying Sales & Marketing Maturity for VCs, Corporate M&A, & Private Equity I was talking with a VC who was a few months into a sizable investment. They were in the middle of uncovering just how much work they had to do on the sales and marketing front. The existing sales and marketing leadership …
Outbound Calls – Is Cold Calling Really Dead?
Is your sales team making outbound calls? The popular narrative peddled around cold calling is that it’s dead. Cold calling, according to the consensus of many, is a relic of the past and utterly useless when it comes to outbound marketing in today’s modern world. This is entirely untrue, and an extremely reductive way of …
The Organic Inbound Marketing Playbook for B2B
Launching an inbound B2B marketing strategy does not need to be expensive. It does not require tons of money for Google AdWords and PPC. It does not require that you spend hundreds of thousands of dollars on expensive events and sponsorships. It does require the implementation of thoughtful content that truly engages your buyer. …
Decreasing Sales Ramp For New Hires
Onboarding salespeople is really difficult and decreasing sales ramp is on the mind of most sales managers. Most organizations struggle with how quickly they can throw sales reps into their “day to day” job, versus spending time onboarding reps in the right way. Sales is the most quantifiable position within an organization, every …
Developing Outbound Campaigns at Companies Visiting Your Website
One fantastic way of picking up leads is to identify website visitors. By determining who hits your site, and may thus have interest, you’re then able to launch targeted outbound marketing campaigns at those companies. The key to successfully achieving this end is using simple IP tracking software, which is found in a …
Developing Outbound Campaigns at Companies Visiting Your Website Read More »
Should You Buy B2B Marketing and Contact Lists?
I was recently answering a question on Quora about purchasing marketing and contact lists for outbound marketing. Someone was wondering whether or not they should buy these lists and, if so, how should they go about doing it? Around 90% of the responses were horrible stories and people advising to never, under any …
How to Build B2B Prospecting Lists
How, exactly, should you build your B2B prospecting lists? When I start off a consulting engagement, I usually begin by determining how people are building their lists. Some of the very first questions we ask are what their existing lists look like, what their CRM data looks like, and what they do on …
How to Find Email Addresses for Outbound Marketing
If you’re trying to find leads, specifically when building lists and guessing email addresses, you need the right tools. In a lot of the consulting I do, I’m asked to find specific buyer contact information as a part of larger outbound marketing programs. How I go about that depends on quite a few …
How to Find Email Addresses for Outbound Marketing Read More »
How To Organize Outbound Marketing Experimentation
Outbound marketing experimentation is critical. It lets you figure out what’s working, what isn’t, and what to do about it. So how do you organize your experimentation so it’s consistent, makes sense, and lets you know what it is exactly you’re experimenting on? However, organizing outbound marketing efforts can be quite difficult – in …
How To Organize Outbound Marketing Experimentation Read More »
