{% set baseFontFamily = "Open Sans" %} /* Add the font family you wish to use. You may need to import it above. */

{% set headerFontFamily = "Open Sans" %} /* This affects only headers on the site. Add the font family you wish to use. You may need to import it above. */

{% set textColor = "#565656" %} /* This sets the universal color of dark text on the site */

{% set pageCenter = "1100px" %} /* This sets the width of the website */

{% set headerType = "fixed" %} /* To make this a fixed header, change the value to "fixed" - otherwise, set it to "static" */

{% set lightGreyColor = "#f7f7f7" %} /* This affects all grey background sections */

{% set baseFontWeight = "normal" %} /* More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set headerFontWeight = "normal" %} /* For Headers; More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set buttonRadius = '40px' %} /* "0" for square edges, "10px" for rounded edges, "40px" for pill shape; This will change all buttons */

After you have updated your stylesheet, make sure you turn this module off

Comparing Sales Enablement vs. Digital Marketing | Where Should You Start?

I got a question from a client I’d done some strategy consulting for.

How B2B Sales Teams Keep Up with Changes in Buyer Behavior

Was TOFU/MOFU/BOFU model ever relevant in a business-to-business environment?

Improving Your Sales Process with a Stronger Content Strategy

Even before the pandemic, the way people research and make purchase decisions changed more in the past decade than it had in generations.

When to Pass a Lead to Your Sales Team

The problem with passing every lead to your sales team is that some leads will be qualified and some will not. Without filtering through leads, it becomes very easy for sales teams to generalize and say their leads are bad -- making it difficult for them to have an open mind. 

Why Sales Teams Need to Find Prospects at the Right Time

When finding the right prospects, the most important aspects are:

  • Timing
  • Buyer personas
  • Buyer’s journey

It is important for your sales teams to consider the buyer's journey from your prospect’s perspective as opposed to your own perspective.

What Should Your Sales Team Focus On?

Your sales team is looking to convert more leads into clients.

Obviously, nothing will replace the sales professional and consultative value of helping your opportunities make the best decision. However, what are some of the things we can do to accelerate the buyer’s journey and their buying process?

Closing larger new clients requires your sales team to focus on segmentation and personalization. You cannot personalize if you do not segment.

The Buyer's Journey 10 Years Ago and Today

Let’s take a walk back in history ten years ago. At this time, businesses used a lot of the following tactics to generate demand for their business:

  • Trade shows
  • Print advertising
  • Direct mail
  • Postal mail
  • Rented Lists
  • Emails Blasts

Should You Educate Your Larger Clients?

People are more likely to buy products and services from those they trust. Developing a trustworthy relationship with your clients requires you to educate them. Whether they are small or large clients, education is critical.

You should especially be educating your larger clients if monthly recurring revenue is part of your SMART goals; churn is toxic. If you do not want churn, it is critical you delight your clients.

Most Important Factor When Prospecting for Larger Sales

When prospecting for larger sales, differentiation is absolutely critical. If you look at all the consolidation and competitive pricing going on in many industries, it is abundantly clear your business must stand for something different to stand out.

Continue reading to learn how your company can differentiate from your competitors through understanding the buyer’s journey and creating hyper-relevant content.

How to Improve Communication and Attract Larger Clients

To attract large decision-makers, your goal should be to spark a reaction from them, known as a two-pronged emotional reaction. A two-pronged emotional reaction may sound something along the lines of:

  • “Wow! This blog, ebook, or webinar has been so helpful and was exactly what I was looking for.”
  • “What else do they have to say?”