Are You Enabling Your Sales Closers to Bat Cleanup?

2016-11-05T11:00:53-04:00Business Development|

Batting cleanup means that a strong hitter on a baseball team, usually in the 4th spot in the batting lineup, hits a home run and “cleans up the bases of other players waiting to score”. In other words, batters number 1, 2 and 3 are meant to get at least a single each and get [...]

4 Reasons Why Your Leads Don’t Become Sales

2016-11-05T11:00:53-04:00Business Development, Lead Generation|

Four? Really, only four? There are probably 4 million blog posts about this subject. And yet here’s another one. Why? Because it’s a constant question on the mind of almost every CEO, every sales manager, everyone in business development whose responsibility in some way extends into, or across, the sales pipeline. First, let’s set a [...]

8-Second Elevator Pitch

2016-11-05T11:00:53-04:00Business Development, Lead Generation, Marketing|

I attended a networking event with small business leaders from the area mostly discussing the economy (with an occasional vacation plans tangent).  As we introduced ourselves, I paid close attention to how each introduced his/her company to me.  As you can expect, some were more straightforward than others, namely finance, investment, and legal.  Others varied [...]

Revenue Sine Curve Up Ahead

2016-03-03T17:51:49-05:00Business Development, Lead Generation|

Many companies that we work with find themselves in a position where everything seems in place but not enough leads are finding their way into the sales pipeline. They have a good product or service, have a few customers. They continue to focus on creating the best solution in the market. Yet lead generation remains [...]