B2B Marketing Strategy and Tactics

How Many Cold Calls Per Hour Should I Make?

One of the sales questions we hear most often is: “How many cold calls per hour should I make?” Like most sales process questions, there is no simple answer. Before you can find the solution that best suits your situation, you need to ask...

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How Many Cold Calls Per Hour Should I Make?

One of the sales questions we hear most often is: “How many cold calls per hour should I make?” Like most sales process questions, there is no simple

3 Reasons Why Your Company Should Outsource a Sales Development Program.png

3 Reasons Why Your Company Should Outsource a Sales Development

When your company is looking to generate more revenue, consider a professional sales development program to generate leads and set up the sales team

7 Best Practices to Manage and Grow Your Marketing Database

5 Best Practices to Manage and Grow Your Marketing Database

One of the best tactics for marketing managers to help your company gain a competitive advantage is focusing on how to manage and grow your marketing

Why Your Next Marketing Hire Should Be a Salesperson

It’s been my experience that most B2B marketing departments work at a different frequency than the sales organization. Marketing seems to be looking

How to Lead a Successful Sales Meeting: Part 3

How to Lead a Successful Sales Meeting: Part 2

We have all had sales meetings that we wished had gone better. For some reason, you were not able to get to the objective of your meeting or you were

How to Lead a Successful Sales Meeting

How to Lead a Successful Sales Meeting: Part 1

If you ever had a horrible sales meeting with a prospect where nothing seemed to go your way (and we all have), then you have probably made one of

How to Overcome the 3 Biggest Mistakes Salespeople Make During a Cold Call

How to Overcome the 3 Biggest Mistakes Salespeople Make During a Cold

The biggest mistakes that your sales team will make during a cold call with a prospect can easily be avoided. But, some salespeople lose track of

Move Beyond Call Scripts to Call Plans When Prospecting

One of the most important ways to differentiate your company’s product or solution is to utilize call plans instead of call scripts when prospecting.

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7 Steps to Creating a Successful Sales Meeting

There are times when every sales team needs to re-evaluate their process for creating a successful sales meeting. If your company has a major

Why Cold Calling Is Still Preferred to Reach B2B Prospects

As long as there are phones, there will be a place for cold calling in the B2B sales process. While we acknowledge that advanced technologies like

How to Calculate the ROI on a Lead Generation Program

Every marketing investment a business makes should have an estimated return on investment (ROI). This is necessary to be able to properly frame the

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3 Keys to a Successful Follow-up Strategy After a Prospect Meeting

Many salespeople do not close deals because they fail to execute on a consistent and well-thought-out follow-up strategy after a prospect meeting. A

Sales Metrics for Marketers- Why You Need to Understand These Four Metrics .png

Sales Metrics for Marketers: Why You Need to Understand These Four

Marketing leaders should understand and care about four important sales metrics. If you are a marketer, perhaps you operate under the assumption that

Follow-up Calls with Prospects - When Has a Salesperson Gone Too Far?

There is a common misconception in the sales industry about the importance of follow-up calls with prospects. The misconception is based on

Four Ways Marketing Can Help Your Sales Team

Marketing has always shared some responsibility for this process by increasing brand awareness while promoting the company and solutions. This is

8-Step Guide for Your Next in-Person Tradeshow

8-Step Guide for Your Next In-Person Tradeshow

The world of tradeshows and in-person events has been turned upside down in the past year. Even though we've adapted to "digital tradeshows" and

6 Simple Ways to Improve Your Cold Email Open Rates

Email marketing is, without a doubt, one of the strongest tools in the marketing game. It works so well because it allows you to reach your target

How to Solve the 3 Biggest Problems That Salespeople Create

The biggest problems that salespeople create for themselves or their company boil down to not preparing and not understanding a prospect’s current

Marketing Managers: Stop Reacting, Start Leading!

The most important thing for marketing leaders to remember is to develop a plan, follow that plan, avoid the temptation to deviate from that plan,

How Marketing Can Build a Pipeline for Sales

The ultimate role of marketing is not only to increase awareness and consideration, but to generate quality sales leads for the sales team. And of

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How to Qualify Leads During a Cold Call

Relying on a cold call alone to qualify leads can be highly inefficient. Businesses that break down the process of determining fit, generating

9 most important things not to do when closing the deal

The 9 Most Important Things Not to Do When Closing a Deal

In a recent blog post, our CEO, Mike Faherty, wrote about the ten most important things to do when closing a deal. Now we feel it's important to get

Key to a Successful Sales Meeting: Unlock Your Prospect’s Pain Points

One of the biggest keys to having a successful sales meeting is asking the right questions to unlock your prospect’s pain points. Your sales team

Closing the deal

The 10 Most Important Things to Do When Closing a Deal

One of the biggest misconceptions in the sales industry is that closing the deal is the end of the initial sales process. It is an important step,

Why Marketing (Not Sales) Should Own B2B Telemarketing

This is a question that is often debated or even argued over in staff meetings and budget planning meetings all over the world. Both sales and

Prospecting Cadence: When to Use Phone, Email & Social Media

In the current environment of nonstop marketing messages, it has become even more critical for salespeople to develop a strong prospecting cadence to

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Is There a Value In a Lead That Doesn't Convert?

No matter what stage in the sales process you hear “no” from a prospective B2B customer, it can be frustrating. A contact hangs up during the first

How to Increase Sales Credibility with Better Qualifying Questions

Poor questioning habits are some of the most significant reasons salespeople are not consistently successful. Struggling salespeople have

The 3 Keys to a Successful Cold Call Campaign

There is nothing that sales people hate to do more than make cold calls. Even the very best salespeople who make this activity a regular and

How to Build Rapport With Your Sales Prospects

Over the years I have developed some concepts that have enabled me to be successful in the sales field as a sales person, sales leader and as an

19 Ways to Get Past the Gatekeeper on a Cold Call

If the process of selling was a basketball game, moving beyond the gatekeeper is akin to the inbound play. The offense can’t move the ball or score

A Guide to Help You Find Your Way Through the Entrepreneur's Journey

There are four distinct phases that an entrepreneur will go through: launch, expand, optimize, and scale. While the time frame for each phase is

How Strong is Your Message? The Key to a Successful Cold Campaign

If you're in marketing or sales, you've probably sent out thousands of cold emails and made the same amount of cold calls to your prospects. With

How Marketing Can Help Sales Achieve These Three Outcomes

Whether you are new to the marketing role or already an experienced marketing leader, you have probably built an overwhelming list of marketing

3-Phase Funnel: Generate a Flood of New B2B Deals in a Single Day

Did you ever stop to think if it is possible for you to send a single email that closes a million dollar deal? Sounds like a pipedream for most of us

Is Cold Calling Dead? Proof That It Is Not, From Our Own Data.

In 2012, the industry average was 4.7 calls to reach a cold prospect. Now it takes 9. Why? I sat down with our sales development team members who

Three Tips for Your Cold Email Campaign

If you have a great product but don’t know how to sell it, don’t worry, you are not alone.

7 Proven Demand Generation Marketing Tactics You Need to Be Using

Sales Development: What Is It, Why It's Important, and How to Do It

Don't Let Them Go: 9 Tips for Following up With Prospects After Events

How and When to Use LinkedIn Ads to Reach Your B2B Prospects

All B2B marketing and sales professionals try to find the best ways to entice prospects. And advertising is one of the best B2B marketing strategies.

How to Choose the Right Content for Your ABM Campaign

Paid Search as a Part of Your Inbound Marketing Strategy, Explained

Tips and Tricks for Cold Calling in B2B Marketing and Sales

Nobody really likes cold calling for B2B marketing and lead generation because nobody likes rejection and performing rote, repetitive tasks. While

Deliverability Tips: How to Make Sure Your Email Doesn't Land in Spam

The Ultimate Demand Generation Guide

Supply and demand are cornerstones of economics and it's easy to understand: as demand increases, your supply must match it. If you think that demand

An Insider's Guide on How to Build a Success Event Marketing Strategy

Up Your YouTube Game: The Best Content Ideas for B2B Businesses

The Most Common Objections SDRs Hear and How to Overcome Them

Content Marketing Tips, Tricks, and Ideas for LinkedIn

You Can't Help but Click: 10 of the Best B2B Call-To-Action Examples

How to Use Email as Part of Your B2B Inbound Marketing Strategy

B2B Marketing Tips: How to Create a Successful ABM Target List

Outsourcing vs Building a Sales Team

Deciding that it’s time to grow your company is a big decision. You’ve mastered your sales processes and you’re confident that your product can break

The Best Lead Generation Tips and Strategies for 2020

How to Optimize Your Landing Page to Generate More Leads

SEO Best Practices for Generating High-Quality Leads

SEOand lead generation are two of the primary drives of most new leads when it comes to B2B operations. There's a tacit understanding that SEO is a

B2B Marketing 101: Best Social Media Marketing Strategies For Leads

5 Crucial Steps to Consider When Building a Cold Outreach List

As we continue to go over cold outreach campaigns, it's essential to talk about where to start. Knowing that the right message to the wrong person

CRM Best Practices

Your business is growing, and that’s a great thing, but with it comes more work and responsibilities. On the technical side, you need better

How to Write an Effective B2B Cold Call Script

"To make a great film, you need three things – the script, the script, and the script." - Alfred Hitchcock

The Top 5 Sales Tools for More Leads and Sales

How to Generate Demand With Social Media Marketing

How to Recycle, Repurpose, and Refresh Your Content

Your content can be amazing (and it probably is), but that doesn't mean it's timeless.

How to Write a Powerful Web Copy Quickly With the Four-Bridge

Whether you're a professional blogger or find yourself needing to write web copy for the first time, then you'll need to inform better and influence

The Complete Account-Based Marketing Guide: Do's, Don'ts, and How-To's

Did you know that among marketers that use account-based marketing, 87% say that ABM is more successful than any other marketing strategy? If it's

How to Devise a Winning B2B Sales Development Strategy

Research shows that 48% of B2B buyers are bored by the marketing they see. This means almost half of your target customers are jaded by what your

4 Practical Tips to Grow Your Email List for B2B Companies

Back in the days before the internet was ubiquitous, door-to-door sales were one of the most effective ways to stay front-of-mind and drum up

These Are the 3 B2B Inbound Marketing Trends You Need to Explore in

Marketing is constantly evolving, it's never static. Combined with the speed of technology, it may seem impossible to keep up. In fact, every year

Powerful B2B Social Media Strategies for Promoting Your Next Event

Most event marketers believe that face-to-face events are the single most important marketing method for promoting your business. In fact, 85% of

How to Close New Business in Weeks With Inside Sales Outsourcing

Depending on the season and variousunpredictable events, most businesses will experience sales ups and downs.There are ebbs and flows, and hiring

How to Use LinkedIn as a B2B Marketing Strategy

Statistics show that 675 million peoplethroughout the world use LinkedIn. Not only that, but 167 million of them are in the US. What's more—30

Get more done in less time. Achieve Optimal Productivity. Use This 7-Step Loop.

Get more done in less time.

Achieve Optimal Productivity. Use This 7-Step Loop. This is how you end your struggle with productivity and efficiency. Do you have trouble finding

LinkedIn Lead Generation for B2B Marketers: A Full Guide

In the B2B domain, 93% of all buying decisions start with online searches. This means leveraging all these online searches is avital part of your

The Inbound Marketing Strategies Your B2B Competitors Are Using

You’re not looking to attract the general public to your product. You have a specific business niche youwant to penetrate, but how do you do it? You

Cold Emails That Get Replies: 7 Methods to Boost Your Responses

The times when people would pick up a call and happily chat with the salesperson on the other end of the line seem like ancient history. These days,

Creating a B2B Content Marketing Strategy That Drives Hot Leads

A crucial aspect of acquiring new customers for your service or product is getting more people aware of its existence. Regardless of how amazing your

Content Marketing: A Faster Way to Generate Inbound Leads

B2B customers are driven and goal-oriented. They rely on high-quality content to make informed decisions fast. That's why content marketing is so

The B2B Marketing Strategies and ABM Tactics That Work

Running a business certainly isn't for the faint of heart. You have to focus on finding new ways to generate leads, build relationships, and service

Powerful Trade Show Marketing Ideas Your Competitors Are Using

Companies all over the globe are looking for different ways to push their events and trade show spots to prospective customers.

Cold Emails: An Effective B2B Marketing Strategy When Done Right

On any given day, a working professional will receive 120 emails, but they'll only answer 25% of them. The remaining messages will get lost in the

3 Methods to Build Your Marketing Technology Stack

You may have noticed there are hundreds of marketing technology products out there. So, how do you differentiate these tools to ensure you are

7 Best Practices to Manage and Grow Your Marketing Database

One of the best tactics for marketing managers to help your company gain a competitive advantage is focusing on how to manage and grow your marketing

How to Support the VP of Sales to Grow Your Company

At one point in my professional career, I worked under the VP of Sales who famously told the sales organization: “This is the most important quarter

Why Marketing Should Own the Sales Development Team

In the unique world of sales and marketing, one of the newer industry roles is a Sales Development Team orSales Development Representatives(SDRs).

Sales Metrics for Marketers: Why You Need to Understand These Four

Marketing leaders, you need to understand and care about four important sales metrics. Perhaps you operate under the assumption that once you

5 Ways to Improve the Sales and Marketing Relationship

The relationship between the sales and marketing teams can easily be strained in any size company. It just takes one poor follow-up with a qualified

3 Outcomes Every Salesperson Is Striving For

Whether you are new to your marketing role or have been leading marketing teams forever, you have probably built an overwhelming list of marketing

Three painful lessons I learned building B2B lists

Building lists is a mundane, underappreciated task that can be done by anyone. That's what I thought when I started list building. I was the whipping

How to Create a Successful B2B Content Marketing Strategy

The majority of marketers (72% to be exact) believe content creation is the most effective SEO tactic you can use today. This is one of the driving

Where Are You on the Entrepreneur's Journey?

There are four distinct phases that an entrepreneur will go through: launch, expand, optimize, and scale. While the time frame for each phase is

How to Build a Powerful (and effective!) Marketing System for Prospecting

How to Build a Powerful Marketing System for Prospecting

Whether you are new to your marketing role or have been leading marketing teams forever,you have probably built an overwhelming list of marketing

3 Methods to Build Your Marketing Technology Stack

3 Methods to Build Your Marketing Technology Stack

You may have noticed there are hundreds of marketing technology products out there. So, how do you differentiate these tools to ensure you are

Marketing Manager Leadership- Stop Reacting, Start Leading!

Marketing Manager Leadership: Stop Reacting, Start Leading!

One of the best lessons that marketing managers can apply to leading their team comes from all-time great college basketball coach John Wooden.

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How to Support the VP of Sales to Grow Your Company

At one point in my professional career, I worked under the VP of Sales who famously told the sales organization: “This is the most important quarter

Why Marketing Should Own the Sales Development Team.png

Why Marketing Should Own the Sales Development Team

In the unique world of sales and marketing, one of the newer industry roles is a Sales Development Team or Sales Development Representatives (SDRs).

5 Ways to Improve the Sales and Marketing Relationship.png

5 Ways to Improve the Sales and Marketing Relationship

The relationship between the sales and marketing teams can easily be strained in any size company. It just takes one poor follow-up with a qualified

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Trade Show Follow-up: How to Capitalize on the Event

You planned your trade show event, you executed a great event that produced qualified leads, and now you need to follow-up generate a return on your

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7 Most Important Ways to Generate ROI From a Trade Show Event

After getting your budget approved and forming a plan for your next trade show event, you need a strategy to execute your plan during the show. This

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7 Steps to Get Your Trade Show Budget Approved

You need to get your budget approved for a trade show, but like most Marketing Directors and Marketing Leaders, you’re dreading that conversation

Premature Proposal Syndrome: How to Solve This Common Mistake

Many salespeople suffer from Premature Proposal Syndrome (PPS), which I call an involuntary reaction to propose a solution as soon as they hear a

How to Avoid (or Reverse) a Hostile Prospect Call

When your sales team experiences a hostile prospect call, it’s time to review your processes to determine what caused the hostility. If your

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How to Have a Successful Budget Discussion with a Prospect

One of the biggest differentiators between good and great salespeople is the ability to have a comfortable budget discussion with a prospect.

4 Signs You Have a Qualified Lead to Schedule a Sales Meeting

A qualified lead means you are one step away from a sales meeting to discuss your product or solution with a prospect. But, how do you know when you

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3 Actions to Take When a Prospect Meeting Does Not Convert | ProSales

What Should you do when a Prospect Meeting does not Convert? Finally, your sales representative secured a meeting with a prospect. After that hard

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Prospecting for Leads - How Much Time Should your Sales Team Spend

Prospecting for leads is a vital part of the sales process. But, how much time should your sales team spend on lead prospecting? It depends on how

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The BANT Meeting Myth vs. Our Successful Prospecting Process

If your company falls in the category of trying to determine whether a B2B prospect meets the BANT (Budget, Authority, Need, and Timeframe) criteria

Using the Active Demand Generation Methodology to Fill Your Marketing

Your business needs to grow. But, your strategy to generate sales leads and appointments is not working. There’s a good reason why. The traditional

Get the Sales Team to Buy you Lunch

As a professional marketer there are a number of channels at your disposal to attract and engage your target prospects. Finding the most appropriate

How to Exceed Sales Quota in the Last Quarter

As we near the end of the calendar year, all sales people are in 1 of 3 frames of mind right now: 1. Shopping online and planning their holiday

The Secret to More Sales Meetings Today

We set a lot of sales meetings for our clients… in fact, our clients are consistently surprised at the number and the quality of those meetings.

3 Ways to Make Gatekeepers Love You

What I am asked the most about by professional sales people is for cold calling strategies to get past gatekeepers. It is a tricky task that can

Salespeople & Love Birds: Ask When and How to Follow Up

First sales meetings are much like first dates. Before the date you are anxious and excited, but you have prepped for relationship-building success.

3 Steps to Increase Sales without Improving Close Rate

As we work with businesses to help them sell more and grow their revenues, we often find that there is a lack of basic understanding of the principle

Death to Buzzwords- Not Your Audience

Last week, I connected with a former colleague on LinkedIn. As I checked out his profile, I noticed that he was now working for a new technology

What’s Your Problem? – Part 1: “Fix it”

Most small and emerging businesses have a strong core competency- something that they practice to effectuate success. It could be the way you deliver

How To Make The Best Business Decisions Fast

As a leading decision-maker, you are called upon to make strategic business decisions every day. For some, making decisions is a real challenge.

Cold Calling Master Class - Interview with Mike Faherty

Recently I had the pleasure of joining Deb Calvert, President of People First Productivity Solutions, on the CONNECT! Radio Show. Deb interviewed me

5 Ways Sales Leaders Get Themselves Fired

According to a number of sources, the average tenure of a sales leader is about 18-19 months. That means on average it takes sales managers about 6

Why Most B2B Appointment Setting Campaigns Never Work

For most businesses, getting their expert salespeople in front of new business prospects is the secret to fast growth and long-term business success.

How to Make A New Sales Person Successful Fast

Recently, a small business owner approached me with a challenge he was facing in his business. His business was growing and he was in the process of

How to Sell to Experts and Win

5 Reasons to Outsource the Sales and Marketing Function of Your

The reasons to outsource your sales and marketing functions to an expert sales and marketing company are many. For most businesses the reasons are

Enter the US Market with an Outsourced Sales Partner

Over the years our company, ProSales Connection has worked with businesses based in other parts of the world that wanted to enter the US market, but

Smile Your Way to More Sales

If you have ever gone through customer service training in a call center environment you have undoubtedly been trained to “smile with your voice.”

2 Tools Better for Sales Meetings than PowerPoint

I hate PowerPoint and I know I am not alone. Maybe the Microsoft gods will strike me down for blasphemy, but it is the truth, and here's why:

Pop Quiz: What Are the 5 Best Lead Generation Strategies?

Some marketing firms would have you believe that they know the secret to finding your business shiny new clients. The truth is - there are no secrets

Strength of Message – One of the Keys to a Successful Cold Call

In a previous entry, I outlined the 3 keys to a successful cold call campaign. To review, successful cold call or lead generation campaigns can be