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Lead Quantity vs. Quality: How to Balance Both In a Winning Outreach Strategy

The quality of your leads determines how likely a curious potential buyer is to become a paying customer. Naturally, it’s a big deal to make sure that when you’re generating leads, you’re not just getting a large volume of browsers – a.ka. “window shoppers” – but as many serious wanna-be converts as possible. If you’re… Continue reading Lead Quantity vs. Quality: How to Balance Both In a Winning Outreach Strategy

AI in Action: From Intelligent Insights to Implemented Workflows

Artificial intelligence (AI) is proving to be the best tool to equip a serious sales team in the age of digital marketing. In the world of sales, AI is a mix of forecaster and data analyst, record-keeper and sales ally. In this article, we will break down the specific functions of AI when it comes… Continue reading AI in Action: From Intelligent Insights to Implemented Workflows

Marketing Qualified Leads vs Sales Qualified Leads in the B2B Software Space

When it comes to buyers for your B2B SaaS company, every lead counts.  But, are all leads created equal?  In this article, we examine the difference between Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs) in the B2B software space.  We’ll look at the importance of each and identify when and how to focus… Continue reading Marketing Qualified Leads vs Sales Qualified Leads in the B2B Software Space

Change Management 101: Get Your Reps to Actually Use Your Sales Engagement Platform

If you’ve read our other blogs, you know what a sales engagement platform is and why it’s a good investment for your company. You also know that you can use it with other important tools like CRMs, automated marketing and sales enablement platforms.  What you may not know is precisely HOW a sales engagement platform… Continue reading Change Management 101: Get Your Reps to Actually Use Your Sales Engagement Platform

The Great Conjunction: Why Sales and Marketing are More Aligned Than Ever

It’s possible that you see your business as a collection of different parts that all play their own role toward the common goal of growing your business. If that’s the case, you might think something like this:    Marketing = brand Sales = money    Right? Wrong.   Think of it this way:  Brand =… Continue reading The Great Conjunction: Why Sales and Marketing are More Aligned Than Ever

The Difference Between Sales Software with an AI Engine vs AI as an Afterthought

Artificial Intelligence, or AI, is the development of machine learning to equip a computer with the capacity to perform human-like tasks and (in the world of sales) enhance the analytics of a sales operation.    In other words: AI is smart technology designed to more efficiently handle tasks that will accelerate your business’s growth metrics… Continue reading The Difference Between Sales Software with an AI Engine vs AI as an Afterthought

Integrating Platforms: Which Tools Are In Your Sales Tech Stack?

Your sales tech stack, also called a sales enablement technology stack, is the system of tools your team uses to supercharge your sales cycles and keep all your sales activity in one convenient location for ease of tracking, management, and improvement. Each platform in a sales tech stack prioritizes a different aspect of the sales… Continue reading Integrating Platforms: Which Tools Are In Your Sales Tech Stack?

Why Investing in Sales Engagement Software is the Answer to Your Business Growth Questions

Your sales reps are SUPER busy, and they need some help.  At least, we assume that must be the case, considering the turnover rates in the field right now are extremely high.  If only there was a way to help your reps:  Track customer data from initial interaction to close Nurture prospects using multi-channel outreach… Continue reading Why Investing in Sales Engagement Software is the Answer to Your Business Growth Questions

Demystifying Omnichannel: The Difference Between Inbound, Outbound and Multi-Channel Outreach

Your outreach strategies, both direct and indirect, are how you form connections with your customers. This is HUGE, because customer interactions are the way you generate satisfaction with your brand – your product – and get those sales numbers you need. A happy lead is more likely to become a satisfied buyer. Naturally, outreach strategies… Continue reading Demystifying Omnichannel: The Difference Between Inbound, Outbound and Multi-Channel Outreach

Why B2B Cold Calling is Dead (and how to heat up your sales strategies for success)

Over a decade ago Harvard Business Review reported that cold calling is ineffective 90% of the time and now in 2022, it’s pretty clear that cold calling is ineffective 98% (Hubspot calculated it would take 6,264 calls to make just four sales). So, let’s call a spade a spade – cold calling is dead. The… Continue reading Why B2B Cold Calling is Dead (and how to heat up your sales strategies for success)