Four smart steps to shorten your B2B sales cycle and identify real leads in real time.

Posted on Sep 15, 2014

Every considered purchase means a prospect needs time to consider. (Duh!) But what can you do to shorten that sales cycle? Four practical steps: #1. Don’t make them read. The technology exists to put your content into kinetic motion to engage “readers” who won’t read. #2. Don’t just sit there. Auto-respond to warmer prospects who […]

Continue reading »

Coffee is for closers. Leads in the post-PDF era.

Posted on Jul 30, 2014

Sales needs leads. Hot, juicy, ripe, low-hanging-fruit, make-your-quota leads. So, how well is Marketing supplying them? In many organizations, not so well. Generating leads is challenging, and generating great make-your-quota-early hot leads is a struggle. A source of friction. (Feel free to inject any number of quotes here from Glengarry Glen Ross.) Peter Drucker famously said, […]

Continue reading »