Selling to Leads

Every sales person I know wants more leads to work. Unfortunately, the number of leads is only half of the equation. The number to focus on is your closing rate. Of course, the quality of the leads is important and sales teams often use poor quality as an excuse to explain for their lack of […]

Give Me More Leads

As a marketer I get requests from sales teams all the time.  We need more leads!  The only issue with this request is that the number of leads is only half of the equation.  The number to focus on is your conversion/close rate.  From that number you can work back and determine the optimal number […]

The Marketing Process and What Not To Do

Everyone thinks they are a marketing expert (they probably are not) but everyone should not have a say in your marketing. Keep it simple and on point and you will see the return on your efforts. For a great example of how a simple idea can go wrong very fast by having too many people […]