Is your 2020 Strategy to replicate what you did in 2019?

Is your new strategy for 2020 to do the same thing. In a recent survey by Go-to-Market Pros, many sales and marketing executives are doing exactly that or just doubling down on past programs Rationale is: -We have revenue potential to continue last year's plan -We are better set up …

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17 Innovative programs to drive NNPMs (Net New Prospect Meeting)

Result of the key finding on programmatic ways to drive NNPMs from the Enterprise Sales Forum at Rapid7 on January, 22 1. “Magnet Marketing” Peer-centric buyer best practices 2. “Benchmarking & Indexing” Rank & rate buyers on their capability to solve high-priority problems 3. Prospect Performance Audit 4. Maturity Levels: …

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Breakthrough Ways To Get More Net New Prospect Meetings

About this Event How well are these sales lines working today: "Can I please get a 15-minute demo” or "I see you downloaded my white paper, can we find 5-10 minutes to chat Probably not too well. Buyers are overwhelmed with a deluge of sales and marketing messages and that …

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Judging "Customer-Centricity" Awards in TX in 2020

Building on the research that I just conducted on "Best Practices in Customer-Centricity by Enterprise Retailers" I am proud to take on an additional role as "Customer Centricity Awards Judge" for Arcet Global. In 2020, Arcet Global will bring its well-established European "Customer-Centricity Awards" program into the U.S market. This …

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Magnet Marketing: A Proven Way to Increase High-Value B2B Prospect Meetings

As I work with CMOs & CROs on their demand generation plans for 2019, I hear concerns that traditional inbound marketing supported by BDRs may not be sufficient to meet revenue growth plans for 2019. The reasons are the following: There are north of 120,000 BDRs in the U.S. market …

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The top reasons why prospects are ghosting your sales team! (prospect research 2019)

Dictionary.com defines "Ghosting" as “the practice of suddenly ending all contact with a person without explanation” ... Whatever the reason, the act of ghosting effectively ends a relationship. One of the biggest B2B sales challenges today is the act of "Prospect Ghosting" Effectively the prospect goes dark and will not …

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"At-bats"​: The one thing that sales really wants from marketing!

When I speak to executives who are responsible for revenue generation, the one common request they consistently have from marketing is: "I just need more At-bats, please get me more At-bats" What they mean is net new qualified prospect meetings not SQLs, MQLs or other forms of downloads, email opens …

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