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Sales Enablement

Why You Need a Documented Lead Scoring Process

By Kevin Dean | May 21, 2019
Sales is a numbers game. The problem is sometimes the numbers don’t always seem to be in your favor. Lead scoring tilts the scale so that your sales teams are the their time productively, focusing their attention on leads that are more likely to close.

B2B Marketing

The Difference Between Brand Awareness, Consistency, Extension, and Dilution

By Kevin Dean | April 19, 2019
  In business, your company lives and dies by its branding. Having a brand which people know and trust is often the difference between turning a profit or being forced to close your doors forever. That is why finding ways to promote and protect your company's brand is essential for every business owner. Unfortunately, the importance of a business' brand is often overlooked by the new entrepreneur.  This short guide will walk you through four aspects of branding you need to know to run a successful business.

B2B Marketing

What does it mean to have an Omnichannel content strategy, and why is it important?

By Kevin Dean | April 17, 2019
Nowadays, there are dozens of touchpoints with your customers—from your website to your social media presence to email to any physical locations or trade shows you attend. Your customers can reach your business any time in a variety of ways, but do they have a consistent experience when and wherever they reach out to you? This is the goal of an omnichannel strategy, which plenty of companies are adopting to provide a consistent cross-channel customer experience.

B2B Marketing

Influencing Digital B2B Buyers in 2019

By Kevin Dean | April 15, 2019
Technology has put buying right at our fingertips for B2C and B2B purchases—and changed the way businesses need to market and sell to customers. While B2C companies have adapted to the digital revolution, many B2B companies are still playing catch up. Complex products and longer purchasing processes makes transitioning to digital techniques more difficult, but B2B buyers are regular consumers, too, and they're expecting the same experience in their B2B buying journeys. Here's what you need to know for influencing B2B buyers in today's digital marketing landscape.

Sales Enablement

Benefits of Formalizing Your Sales Enablement Strategy

By Kevin Dean | April 12, 2019
When a company starts selling a product or service, they usually have lots of goals that relate to sales and revenue. However specific the goals, the selling tactics are often random and without a formalized strategy. The fast growing trend of sales enablement aligns people and software for a measured impact strategy. Formalizing your sales enablement strategy will lead to better buyer reactions, shorter cycles, bigger deal sizes, and improved win rates.

B2B Marketing

The ROI of B2B Sales & Marketing Automation

By Emily Neier | April 10, 2019
Why use Automation for Sales & Marketing in B2B? 75% of marketers surveyed by Social Media Today said they currently use at least one type of marketing automation. Automation for marketing and sales ranges from single-use tools to all-encompassing platforms of features designed to generate leads, qualify and nurture them, scale personalized conversations, increase pipeline velocity, and ultimately—close more sales and generate more business with the right customers.

Website Design

What is a Style Guide and Why is it Important?

By Kevin Dean | April 1, 2019
Growing up, most people probably heard they should always put their best foot forward. Your parents wanted you to dress appropriately, be polite, intelligent, and be modest. A style guide is your company’s way of putting its best foot forward to you clients, customers, and partners.

B2B Marketing

Inbound Marketing Lead Generation Process

By Kevin Dean | March 29, 2019
In online marketing, it is important to realize that it can take some time before visitors to your website become customers. With online campaigns, you are essentially generating leads that have the potential to be converted into sales and, in turn, repeat customers. In sales, leads are the best way to reach out to a potential client and build up your brand to develop a business relationship. As with in-person interactions, online leads need to be nurtured. You cannot rely on the visitor to come back to your page—you need a strategy to drive them there. In an online setting, the best way to reach back out to those potential customers is through email.