The Forward Observer

Of the 3 Sales Prospecting Attitudes, 2 Guarantee Failure. Which One Do You Have?

The Forward Observer

The number one reason for failure in sales is the failure to prospect. And the most important ingredient for success is having the right, realistic, practical attitude about prospecting. T uesdays with Chad. A series inspired by my regular attendance at Sandler Training Sales Mastery, lead by Chad Stenzel in Norfolk, Virginia. Do you hate and dread going through airport security as much as I do? Do you also hate and dread prospecting, as much as I do? They're both a means to an end.

How to Find More Qualified Sales Prospects and Stop Chasing Your Tail

The Forward Observer

Not all sales prospects are created equal, and the better you’re able to quickly spot the differences, your prospecting and sales efforts will become more efficient and pay greater dividends. T uesdays with Chad. A series inspired by my regular attendance at Sandler Training Sales Mastery, lead by Chad Stenzel in Norfolk, Virginia. Salespeople can be the most upbeat, optimistic folks you’ll ever meet. For every prospect they pursue there's a hope that they will make a sale.

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How to (Nicely) Push Back on Buyers Who Don't Tell You the Full Truth

The Forward Observer

People lie all the time. In fact, one study found most adults can’t last 10 minutes without lying. Yet while you can probably overlook the occasional fibs from your friends, family, and coworkers, you should never ignore dishonesty from a prospect.After all, your ability to help them depends on having the right information. If they don’t give you the truth, the whole truth, and nothing but the truth, you’re going to develop recommendations that are wrong for their needs.

6 Steps To A More Successful B2B Sales Approach

The Forward Observer

Are you adjusting to the changing way B2B prospects are buying? They want to learn but not be pitched. They prefer a consultative approach. I’ve been going to sales training for over ten years. Occasionally, my friend the sales trainer shows movie clips or tells stories about sales people who are “doing it wrong.” One story he tells is about the car salesman who makes no effort to understand the buyer. The customer appears on the car lot and the salesman asks what they are looking for.

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The Complete Guide to SaaS Revenue Modeling

In today’s climate, it’s more important than ever for SaaS companies to build rock-solid financial models on which they can operate and make key business decisions. The teams at SaaSOptics and Burkland have teamed up to create a comprehensive guide to the most difficult aspect of financial modeling: revenue forecasting.

Social Selling: Aligning Your Sales and Marketing For The Modern Buyer

The Forward Observer

Are you wondering what social selling is and if it works? It's not a replacement for your sales process - it's additive. And studies show it's very effective. Ask any salesperson and they’ll tell you that selling is becoming even more challenging than just two years ago. In Jeb Blount’s new book, Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal he explains that the sales profession is in the midst of a perfect storm.

B2B Lead Generation: 2 Things You May Be Doing Wrong

The Forward Observer

Is your lead generation slowing down? You might be doing it wrong. Let marketing help generate more qualified leads with your website. Here's how. Sales leads. The lifeblood of any organization that needs to sell something in order to survive and grow. Everyone from the CEO to the newest salesperson wants more, better leads. And yet, many companies are still making two critical mistakes when it comes to generating leads to fill their sales pipeline and grow their businesses.

The Very First Step To Take For Better Quality B2B Sales Leads

The Forward Observer

Sure, you're generating sales leads, but are they good leads? The solution might be right in front of you. Here's how to step up your lead quality. One day years ago when I was a young account executive in the training program at the fabled J. Walter Thompson advertising agency in New York, the agency’s creative director spoke to the class of about 30 trainees.

What B2B Marketers Can Learn About Lead Generation From Costco

The Forward Observer

Are you struggling to generate leads without creating content to attract them? You're doing it the hard way. Take a cue from Costco samples. Lead generation is popular these days, especially with people whose livelihood depends on selling something in order to keep their job. Like a salesperson. Or a CEO. Once Upon A Time Salesmen Had The Upper Hand. For generations, leads were something that outbound, interruptive marketing tactics worked beautifully to generate.

Does Modern B2B Lead Generation Really Work?

The Forward Observer

Are you struggling to fill your sales pipeline with quality leads? You may need a lead generation mindset change. Here's how to think about it. Do you remember when prospective customers used to contact you as they were starting their buying research? Yeah, those days are over. Lead Generation Has Changed. In the old days (5-10 years ago), lead generation could be driven more by interruptive marketing like mass advertising, cold-calling and email blasts.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

What’s your story? It’s your most important sales weapon.

The Forward Observer

With a compelling sales story you can quickly break through, differentiate your company, build trust and preference, and justify a premium price. In Mike Weinberg’s bestselling book New Sales. Simplified. The Essential Handbook for Prospecting and New Business Development , he explains that the most important sales weapon in your arsenal is your story: A compelling, differentiating, client-focused story is a prerequisite for new business development sales success.

Why Successful B2B Lead Generation Forms Are Like Blackjack Winners

The Forward Observer

In the high stakes game of B2B lead generation forms, are you tempted to ask for too much information? Here's how to play it cool for a winning hand. Blackjack, also known as twenty-one, is the most popular casino game in the world. It is played against a dealer, and the object of the game is to get 21 points or reach a final score higher than the dealer without exceeding 21. In each game, the player is dealt a two-card hand.

5 Ways To Unite Sales And Marketing For Increased Revenues

The Forward Observer

Do you need to increase revenues? Companies with strong alignment between marketing and sales achieve 20% revenue growth. Here''s how to do it. On May 10, 1869, at Promontory Summit, Utah Territory, a golden spike was driven into a railroad tie to commemorate the First Transcontinental Railroad across the United States, connecting the Central Pacific and Union Pacific railroads. At the time, this was an accomplishment that many had thought impossible.

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The 5 “Must-Do’s” For A Profitable B2B Social Media Strategy

The Forward Observer

Would you like your social media strategy to help increase website traffic, leads and sales? These five things can help make that happen. Despite social media’s ubiquity and adoption by people, there are a lot of B2B companies that have not done much to leverage its power.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The Best Marketing Podcasts for Marketers Who Want To Be CEO

The Forward Observer

Do you want to keep up with the smartest thinking in the quickly-changing field of marketing? Listening to these marketing podcasts will help. In a recent Forbes article " Are Today''s Marketers Tomorrow''s CEOs? ," Kimberly A. Whitler explains, "As the role of the CMO is becoming more important to the organization, you will start seeing more CMOs make the leap to CEO.". However, nearly every CMO these days has had to learn the new rules of modern marketing on the the job.

12 Ways To Ensure Your Email Marketing Packs A Serious Punch

The Forward Observer

Is your email marketing not getting the results you want? Follow this 12-point checklist to make sure your email marketing packs a wallop. Email is the workhorse of Internet marketing. It’s the connective tissue of digital marketing. It’s the glue that holds it all together. You get the idea. And that’s not just my opinion. McKinsey reports that email is about 40 times better at customer acquisition than social media. So how can you you get your email marketing to work that well?

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Why Landing Pages are to Leads as Phone Numbers are to First Dates

The Forward Observer

Do you want to generate more leads on your website? Without landing pages, you''re like the single guy who doesn''t ask Miss Right for her phone number. One day back when I was single in the City of New York and living on Manhattan''s Upper East Side , I met the girl of my dreams. It’s true – it was like a thunderbolt struck me. We hit it off immediately. Among the things we talked about, we discovered we were both runners and members of the New York Road Runners Club.

Why Marketing With Purchased Email Lists Is Like Unprotected Sex

The Forward Observer

Are you desperate to buy an email list for marketing? Bad idea. Like having unprotected sex, it might be tempting but it carries long-term risks. I was contacted recently by an executive who had some marketing questions. Nearly every question he asked revolved around buying email lists and then sending email “blasts” (his wording, not mine). The person I was speaking with argued that buying email lists are relatively cheap and seem like a harmless way to jump start an email marketing effort.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

13 Lucky Takeaways from HubSpot’s 2015 State of Inbound Report

The Forward Observer

Are you struggling to keep up with the winning ways of modern marketing and sales? Get lucky with HubSpot's State of Inbound Report. For the past seven years, marketing automation software company HubSpot has published findings from its annual survey on marketers' challenges, priorities, tactics and results in its "State of Inbound" report.

How Long Does Inbound Marketing Take to Reach Success?

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Are you interested in inbound marketing but worried about how long it will take to start working? Results are not immediate but they are long term. A growing number of companies are awakening from their long, outbound marketing slumber. A comfortable sleep where companies could leverage the power of media to interrupt what consumers were interested in and shout marketing messages at them. And for a long time, it got dreamy results.

The 3 Social Media Networks That Are Best for B2B Marketing

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer. As a B2B marketer, are you overwhelmed by all the available social media networks? Don’t be. Focus on these three to get the most bang for your buck. Social media is the number one content marketing tactic used by B2B marketers as measured by the 2014 B2B Content Marketing Trends-North America: Content Marketing Institute/MarketingProfs study.

How To Plan Your B2B Lead Generation Content Over Three Martinis

The Forward Observer

Are you overwhelmed and confused about creating the ideal content for increasing traffic, leads and sales? It's nothing a stiff drink can't cure. Many Great Ideas Started Over Drinks In A Bar The. United States Marine Corps , Southwest Airlines and. Shark Week , to name just a few. So when it comes to growing your business, there’s no reason a similar approach can’t help you. And the way to grow your business is by selling a lot of something.

SaaSOptics SaaS Metrics Template

Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.

Inbound Marketing Takes Time: How Should You Be Using Yours?

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Starting inbound marketing is like preparing a ship and its crew to go on a long sea voyage. Once underway, here''s what needs to happen. If you’re considering an inbound marketing effort, you’ve probably heard that results aren’t immediate , but that they will come over time. So once you’ve started, what happens next ? Kick back and wait for the leads to come rolling in? Sadly, no.

Predictable Lead Generation Absolves Many Business Sins

The Forward Observer

With a predictable lead generation machine, your firm can get a lot of things wrong and still do pretty well. All you need is seeds, nets and spears. Do you spend a lot of time perfecting your company’s product or service? Perhaps most of your time is spent making sure your company operates like a well-oiled machine. Or maybe you run a sales-oriented company with a well-trained, highly motivated sales team.

20 Stunning Inbound Marketing Statistics

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Looking for some inbound marketing statistics that will blow you away? Here are 20 to get you inspired. Lies, damned lies, and statistics” is a phrase often attributed to Mark Twain about the persuasive power of numbers, particularly the use of statistics to make a weak argument. That''s not the case with inbound marketing. Far from it. Inbound marketing is a proven methodology that is gaining widespread acceptance.

Sales Prospecting Without Social Media Is Like Selling Without a Phone

The Forward Observer

For the sales profession, social media is the most important technological advancement since the telephone. Here's how to get an unfair advantage. In Jeb Blount’s bestselling book, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling , he explains that social selling (sometimes called social prospecting) has become a critical component of a balanced sales prospecting methodology.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

4 Reasons Why Social Media Is The WD-40 Of Inbound Marketing Success

The Forward Observer

Would you like more website traffic, leads, sales and happy customers? Social media can grease the wheels of your inbound marketing. Here''s how. You often hear it said, “You only need two things in life: Duct Tape and WD-40. If it moves and shouldn’t, use Duct Tape, if it doesn’t move and should, use WD-40.” WD-40 is a penetrating oil and water-displacing spray.

How To Pitch Lead Generation Blogging to Old School Executives

The Forward Observer

Are you frustrated trying to explain how a blog can generate leads? Start with the facts. Then use an old school example that was ahead of its time. One of the biggest changes in recent marketing history is that companies no longer must go through a media gatekeeper in order to reach their prospective customers. In the past, companies had to, as David Meerman Scott says, “buy, beg or bug” to get attention: "1) You can BUY attention. This is called advertising). 2) You can BEG for attention.

5 Ways to Improve the Quality of Your B2B Leads

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Are you generating lots of leads but few sales? You might have weak leads. Here are 5 ways to quickly strengthen your B2B lead quality and sales. Most B2B companies (and their sales teams) always clamor for "more leads." But what they really want are more quality leads. That''s why smart B2B marketers know that if they are generating lots of weak leads, they are in trouble. In B2B sales, it''s all about the leads. The number and the quality.

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5 Ways To Know If Your B2B Blog Is Picking Up Steam

The Forward Observer

Are you wondering if your B2B blog is on the right track for successful lead generation? Focus on these five areas to know. All aboard! Your train is pulling away from the station and you’re on it. Your company has embarked on a blogging journey to increase the right kind of traffic to your site and to convert visitors to leads. Those leads can then be nurtured toward a sale and become raving fans of your company.

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How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

The 5 "Must Haves" To Ignite A Lead Generation Blog

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Do you want to turn your blog into a red-hot lead generation sales machine? These five things will help you set the blogging world on fire. More companies are beginning to understand that blogging can be the key to getting found online, converting visitors to leads, nurturing those leads to sales and delighting customers. However, just having a blog is not enough. That is like an unlit fuse.