As a former hockey player and salesperson, I know a lot about goals – whether in the context of a hockey game or in a sales environment. If you can’t get goals in hockey, your team will never win. In sales, if you don’t achieve your sales goal/s you’ll soon find yourself on the outside …

B2B organizations that excel at lead nurturing generate 50% more leads that are sales-ready, at 33% lower cost, and nurtured leads make purchases that are 47% larger than purchases made by non-nurtured leads. Nurturing matters, in other words. Why Specific Content Matters The B2B customer lifecycle is constantly changing. Today, we have more marketing channels …

To get a good idea of how quickly perspective can change, just consider how you feel when waiting to cross a street. You get annoyed when cars fly by, yet when you’re the one behind the wheel, you, too, might floor it and zoom past pedestrians. Hypocritical, right? Well, it’s a trap we all fall …

Most marketing professionals have heard the CEB statistic that 57% of the buying process is complete before a ‘customer’ even contacts the supplier, and that marketing-sales consistency will come in handy during the last third of the journey. However, in the B2B market, this journey is notoriously longer than in B2C. Ensuring this drawn-out journey …

Companies are good at creating a lot of noise. Marketing departments easily gain attention, but the organization often falls short when it comes to the part that matters: converting interest into results. The problem, of course, is putting too much focus on the beginning of the funnel and not enough towards the end. Like a …

Marketers have got the message: data matters. Yes, we’re getting data-savvy, but many marketers still aren’t getting the full value out of their data. By now, we’ve all started using data to measure progress, spot opportunities and reach new audiences. The problem is that many marketers are doing so independently or in a silo. But …

Content marketing is on every marketer’s list these days. We all know that brands need to deliver good quality content at the right times and in the right places in order to broaden their reach and increase brand profile. But content marketing can also work as a sales tool, making it an invaluable asset to …

Persuading the CEO, CFO, and sometimes even the CMO, to invest in their brands can be a tough ask – and winning over sales teams full of sceptics isn’t far behind. Sound familiar? The world of sales is shaped by demands for short-term, tangible and financial results. Hit short-term sales targets and financial rewards are …

You’re struggling with sales.  It’s ok to admit it… you’re not alone.  Scaling sales is the number one challenge most businesses face, and the least discussed.  Whether you face challenges driving lead generation, responding to incoming leads, staffing a sales team, or determining sales compensation, sales likely takes up a lot of your head space. …

It’s ‘Open Mic’ night! In this session, our seven expert voices are sharing their insights on ‘Social Selling’, covering: the agile mindset, moving from selling to helping – human to human, common mistakes, building relationships, the customer lifecycle and more, all right here… – – – – – Jon Ferrara @Jon_Ferrara CEO | Nimble, Founder | …