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INSIGHTS

Timely and relevant news and articles for
professional services firms…

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Overcoming Sales Objections – The Key to Sales Growth

Overcoming Sales Objections – The Key to Sales Growth

Throughout the sales process, the key to obtaining the desired outcome is effective answers to the multiple objections potential clients offer at every stage. From taking a meeting to finalizing a deal and every stage in between, the majority of clients will present...

Using a Sales Playbook to Drive Revenues

Using a Sales Playbook to Drive Revenues

No matter the market segment, the product or service, B2B companies today face more competition and challenges to success than ever before. The need to deliver a more effective sales process underlies every business’s strategy for growth. However, in organizations...

6 Tips for Coming Up With Your Next Great Blog Post

6 Tips for Coming Up With Your Next Great Blog Post

Are you a B2B marketer struggling to develop new and interesting blog ideas? Coming up with relevant topics for blog content can be difficult over time. Though a content calendar can prove helpful in mapping out topic ideas, a fresh perspective is important in keeping...

3 Reasons Why You Need Multiple Sales Communication Channels

3 Reasons Why You Need Multiple Sales Communication Channels

The sales department today has limitless avenues to connect with new customers. Sadly as the old adage goes; “with great power, comes great responsibilities”. When companies realize they have unlimited ways to reach new clients, identifying a specific marketing...

6 Critical Metrics to Track Sales Performance

6 Critical Metrics to Track Sales Performance

Maintaining effective performance of your B2B sales team means understanding how your sales activities will affect future performance, not just how you’re doing this month or year to date. This is why the sales metrics you use to track performance are so important. No...

Sniper Rifle Marketing Strategy

Sniper Rifle Marketing Strategy

B2B Marketing strategies are essential for business growth, and business growth is essential for business survival. However, with so many marketing options today, especially in the digital world, it can be easy to fall into the mindset that the only thing that matters...

7 Best Ways to Converting A New Lead

7 Best Ways to Converting A New Lead

Building a funnel of good, qualified, sales-ready leads isn’t easy. Even when you identify good leads, converting them into sales takes effort.  We have found that having a disciplined process is the most effective approach. Too often, leads generated from marketing...

How Do You Measure Your Brand Online

How Do You Measure Your Brand Online

Measuring your brand online is something B2B professional service firms can find challenging. This is due to the fact that a brand is often perceived as something intangible that can’t be measured. Since measuring a brand requires the commitment of resources and...

11 Best B2B Twitter Tips for B2B Firms

11 Best B2B Twitter Tips for B2B Firms

Twitter averages 330 million monthly active users on its platform. From a popularity and usage point of view, its usage is lower than other social media sites such as Instagram and Facebook. However, Twitter is unique because the platform limits users’ messages to a...