Erika Giles November 16, 2020 A common problem that plagues organizations is the disconnect that exists between marketing and sales. Marketing teams may be working their hardest to generate interest so they can draw in leads and prospects for the sales team. However, sales teams may feel like they are toiling most of the day … Continue reading 4 Business Development Process Steps That Close Deals
Category Archives: Leads Conversion
What Is a Qualified Lead? (And How to Get More of Them)
Daniel Threlfall November 10, 2020 Having a clear definition of a qualified lead is absolutely vital for A) generating quality leads and B) converting them. But do you want to know what’s crazy? Over half of companies lack a formal definition of a qualified lead. Let’s change that right now and figure out what a … Continue reading What Is a Qualified Lead? (And How to Get More of Them)
Winning Deals on Something Besides Price
Tobin Lehman November 4, 2020 A common challenge we hear from prospects is that they are tired of ‘playing the price game’. What they mean by this, is that they are tired of being beaten down on price as the only true rating factor in their winning the new deal. This is the sad state … Continue reading Winning Deals on Something Besides Price
3 Reasons You’re Losing Deals You Were Sure You’d Win
David Ahn September 28, 2020 It’s the worst feeling ever, and the bigger and more high-profile the deal, the worse it feels! The stars were aligned. Your sponsor told you it was in the bag. The official decision was just a formality. You’re all set for a celebratory dinner with your family or friends. High-fives … Continue reading 3 Reasons You’re Losing Deals You Were Sure You’d Win
Attention is Becoming Harder to Get…Here’s How to Get More Conversions
Frederik Bussler — October 24, 2019 Getting user attention is becoming tougher. Much, much tougher. The data backs this up. Let’s consider a few statistics: 86% of users suffer from “banner blindness,” meaning that they’re not paying attention to ads at all. Tons of users (around 47%) are using ad blockers. A whopping 96% of … Continue reading Attention is Becoming Harder to Get…Here’s How to Get More Conversions
Making the Point: How to Nail the Lead so Success Will Follow
JaeMi Pennington — June 24, 2019 — June 24, 2019 While I consider myself an effective communicator, I recently recalled a bad habit I used to have when writing and speaking. The problem was, I would often “bury the lead,” the important points I was trying to make would be lost in other less crucial … Continue reading Making the Point: How to Nail the Lead so Success Will Follow
5 Ways to Improve Your Website Conversions
Veronica Green-Gott — May 2, 2019 — May 2, 2019 If you have website for your managed service provider firm, then you need it to generate leads. Conversion optimization for managed service providers can help you identify where you can improve your conversion rate for your website. Conversion optimization is the process of increasing your … Continue reading 5 Ways to Improve Your Website Conversions
9 Steps to an Awesome Lead Nurturing Workflow
Molly Rigatti — April 16, 2019 — April 16, 2019 Inbound marketing doesn’t stop when a visitor clicks a call to action and fills out a form. In fact, that’s just the beginning. If you haven’t been implementing lead nurturing into your inbound plan, you may be missing out on engaging the 96 percent of … Continue reading 9 Steps to an Awesome Lead Nurturing Workflow
Top 4 Ways New Consultants Can Write Winning Proposals That Land Clients
Sara McGuire — April 2, 2019 Follow @sara_mcguire — April 2, 2019 New to consulting and stressed about how to close your first deal? Or maybe you’re overwhelmed by juggling your first projects and the constant need to chase new work. Luckily for you, your competition is probably making some serious proposal mistakes that are … Continue reading Top 4 Ways New Consultants Can Write Winning Proposals That Land Clients
3 Key Reasons Not to Give Up on Lead Scoring
Howard J. Sewell — March 29, 2019 Follow @hjsewell — March 29, 2019 Lead scoring – as a fundamental part of a company’s lead management strategy – has officially fallen out of fashion. I say this based, anecdotally, on the number of B2B marketers I talk to who either 1) don’t use lead scoring at … Continue reading 3 Key Reasons Not to Give Up on Lead Scoring
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