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The value of a sales and marketing audit

audit under magnifying glass

A sales and marketing audit, one of the services that we provide, supplies a company with insights into the strengths, weaknesses, opportunities and threats of its sales and marketing strategy and operations. It can be a valuable first step in a company increasing revenues and profits through measurable improvements in its sales and marketing. Fundamental [...]

J’accuse: Some SEO services providers are fraudsters

fingers crossed behind back

I’ve run a digital marketing agency for a dozen years where we built websites and consulted with clients on SEO – producing some great improvements in search traffic for many clients in the process — and I’ve sold digital marketing services for two other leading, reputable agencies. So I’m very familiar with the whole world [...]

Addressing the 21st Century marketing landscape: an interview with Jeanne Hopkins

Jeanne Hopkins

I recently talked with Jeanne Hopkins, Senior Vice President and Chief Marketing Officer at Continuum. Jeanne has previously served as EVP and CMO at SmartBear Software, VP of Marketing at HubSpot, and in other marketing leadership roles. She has been named one of the most influential people in sales lead management by the Sales Lead [...]

Are there bad company names, or just poor products and services?

branding iron

What’s in a name? That which we call a rose By any other name would smell as sweet – Shakespeare’s Juliet In the recent CBS special commemorating the 50th anniversary of The Beatles first performing in the U.S. on The Ed Sullivan show, Paul McCartney told David Letterman that originally girls in England didn’t like the [...]

How to beat your team’s sales quota, part four: Culture, managing and coaching

cartoon of team and manager

This is the fourth part in a series on beating your team sales quota. Part one is on hiring new sales reps, part two is on onboarding the reps, and part three covers setting the quota. “You can’t teach a kid to ride a bike at a seminar.” –David Sandler, founder of Sandler Sales Institute Managing and coaching [...]

Lies, damned lies, and sales and marketing statistics

Many numerals

“There are three kinds of lies: lies, damned lies, and statistics.” – Disraeli, as quoted by Mark Twain These are all statistics about sales and marketing that I’ve run across recently. I think that they’re pretty much useless… Inbound marketing practices produce 54% more leads than traditional outbound practices. It takes an average of five [...]

How to beat your team’s sales quota, part three: Setting the quota

upward trending arrow on chart

This is the third part in a series on beating your team sales quota. Part one is on hiring new sales reps, part two is on onboarding the reps, and the fourth part is on culture, managing and coaching. Okay: so you’ve hired good people and given them a thorough onboarding and training. However, if most [...]

Quick wins for new heads of marketing (and everyone else)

Success Kid meme - just started new job

I recently wrote about the information a salesperson can learn about a company in just a few minutes before responding to a new inbound lead. Heads of marketing starting at a new company will be faced with many strategic and long-term challenges, but they too have quick-win opportunities that they can take advantage of in [...]