Blog

Moving Forward – Adapting How We Sell

It wasn’t too long ago that we were meeting with clients for coffee at Starbucks or going to in-person networking events, but that has changed. Let’s look at what the future holds.  It is time to move forward by rethinking and adapting our sales process and strategy for the future. It is exciting to report […]

4 things a small business website must have to convert sales

Your website is the online presence of your brand. It is always the second touchpoint experience for the user. We say second because the experience guides them to your website such as a social media post, a search engine result, a business card, or a conversation with you, the business owner. The initial touchpoint experience […]

Is Your Lead Qualified? Ask these 4 Questions

Getting leads is hard work. Getting qualified leads is even harder work but very rewarding when those leads turn into customers. A few months ago, we wrote a series on Follow Up Fatigue and the importance of a strong sales funnel that attracts qualified leads. Even with all the hard work, an unqualified lead can […]

Middle of the Funnel: Getting Qualified Leads to Become New Sales

In the last couple of blogs, we have discussed the marketing and sales funnel, who’s responsibility it is, and a deeper dive into the top of the funnel. Following the sequence of the funnel, we look at the middle of the funnel which is the duel responsibility of Marketing and Sales that requires communication and […]

See How the Top of the Funnel Looks for B2B Companies

Last week, we wrote about the sales funnel and the responsibilities of Marketing and Sales. The sales funnel needs both Marketing and Sales to be successful. In this blog, we are going to take a deeper look at the Top of the Funnel which includes the first two stages – Prospect/Visitor and Lead. The primary […]

The Sales Funnel: How to Get Marketing and Sales on the Same Page

Every business has a sales funnel. Some businesses have a very concise funnel with specific stages while other businesses manage their sales funnel loosely. If you were to ask business owners who is responsible, you will probably get mixed answers. Some will say Sales and others will say marketing is responsible for managing the funnel. […]

Who Is Your Next Target: Your Current Clients, Referrers or Prospects

Last week, we talked about flipping the Sales Funnel upside down so that more selective prospects are attracted to you, generating more sales with less effort. Prospects, however, are only one part of building a durable and sustainable pipeline. Current clients and referral sources are more critical than prospects to establish a strong foundation for […]

Be Selective and Create Better Leads with an Upside Down Sales Funnel

When we go to business networking events and ask, “who is your audience,” we often here a one-word answer. Everyone! This answer is usually the result of a very ambitious new-to-sales salesperson or an unclear understanding of the company’s target customer. When there is not a clear understanding of your target, it is hard to […]