I’m amazed by the failure rate of today’s sales and marketing efforts in enterprise tech firms (startups and more mature companies too). Surveys show that maybe 20% of “marketing qualified leads” are actually leads. Only 1% of of cold calls turn into opportunities. Cold email response rates are even lower. Check the open rates on[…]
B2B Sales is a game played by companies to win new clients. It’s only a “process” when looking through the seller’s eyes. We focus on process too much in B2B sales, which often has us put prospects in a box that doesn’t fit. So, the first thing you have to get is that the buyer is[…]
The definition of a prospect universe is a gating decision for success. Here are some “pro-tips” from someone who’s built a lot of lists: 1. Accuracy counts in B2B – The best trick I’ve learned in the past couple of years is to use a tool like Kickbox.io to verify email addresses. While it only focuses[…]
Enterprise Sales is Dead – Long Live Enterprise Sales! from Glenn Donovan on Vimeo.
It’s all around us, yet we don’t really talk about it much. Women are deeply effecting the social setting of business in our culture. I’m not here to say that these changes are good or bad or that the previously more masculine culture of business was bad or good. I’m merely here to point out some[…]