B2B Marketing Strategy and Tactics | Mike Faherty

B2B Marketing Trends in 2022: The Digital Future

A recent study showed that 21% of businesses have increased their marketing budget by 10%. We have nothing against taking this route. But that is not quite the right strategy. Throwing money at it won't work. We are not suggesting that you stash...

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Mike Faherty

Mike Faherty is the Founder & CEO of ProSales Connection, a sales and marketing firm based in Houston, Texas. ProSales Connection specializes in helping B2B and technology companies grow through sales appointment setting and outsourced inside sales programs.

B2B Marketing Trends in 2022: The Digital Future

A recent study showed that 21% of businesses have increased their marketing budget by 10%. We have nothing against taking this route. But that is not

From The Experts: 8 Sales Funnel Strategies That Really Work

Doug Kessler reminded us that your sales team owns the sales funnel but it's your job as a B2B marketer to feed the top of the funnel.If you've been

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3 Actions to Take When a Prospect Meeting Does Not Convert

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

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

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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

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

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 caller ID and call blocking

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,

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B2B MARKETING PROSPECTING

How Much Time Should Your Sales Team Spend Prospecting?

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

COLD CALLING GATEKEEPER

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

17 Cold Email Marketing Mistakes to Avoid for B2B Campaigns

Email marketing in general can be tricky.

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COLD CALLING B2B MARKETING

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

COLD CALLING SALES COPYWRITING

19 Huge Mistakes to Avoid When Writing Cold Calling Scripts

One of the keys to success in appointment setting and sales is having the best cold calling scripts possible.

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

how to promote your webinar and boost attendance

B2B MARKETING CONTENT MARKETING EVENTS DEMAND GENERATION

25 Ways to Promote Your Webinar and Boost Attendance

Webinars are a popular marketing tool, with more than 80% of marketers surveyed saying they find webinars to be effective. Nearly 30% of marketers

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