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Working hard or hardly working from home?

Working from home is the only means of productivity during this pandemic, with scores of employees around the world putting their home offices, kitchen tables, and reading nooks to use. However, most companies and employees are also raising the question: is the work from home arrangement actually productive? A survey…

Suzanne Harp

Suzanne Harp

Social selling benefits during the COVID-19 pandemic

Social selling benefits during the COVID-19 pandemic

The rapidly evolving threat around the COVID-19 virus is impacting investors and business communities around the world. The global and interconnected nature of businesses today poses a serious risk of disruption for global supply chains, which eventually results in a significant loss of revenue and adversely impacts global economies. Multiple cities across the world are under lockdown to prevent the spread of the virus and more than 50 million individuals are prevented from leaving their homes. In these conditions, social media serves as the only reliable way for people to communicate with the outside world. People are eager to share…

Suzanne Harp

Suzanne Harp


Top 5 reasons to make sure you have a data governance plan

Top 5 reasons to make sure you have a data governance plan

Data has become the core corporate asset that determines the success of a business. Digital transformation is on the rise in every sector and every industry, but the only way to truly succeed in your digital transformation is by making sure you have a data governance framework in place. The data governance framework must control data standards that are needed for the buyer enablement and delegate the required roles and responsibilities within the organization. The importance of a data governance plan might seem like a rhetorical question, but the truth is, the power of data can drive business success –if the insights are data-driven.…

Gerald Valentine

Gerald Valentine


5 Paths to Outbound Call Center Success

5 Paths to Outbound Call Center Success

With the immense competition within today’s industries, companies are looking for ways to enhance their business profitability. One potential solution is to reach out to call outsourcing services. By partnering with these types of services, businesses not only cut down on their expenses but also enhance profitability, and companies are increasingly opting to use these services in order to maintain high-profit margins. When discussing outbound calls, it’s important to note that most contacts are marked as cold to start with, and it takes immense skill to convert cold leads to warm leads to hot leads, but there are some simple things you…

Suzanne Harp

Suzanne Harp


What are your prospect data blind spots?

What are your prospect data blind spots?

Who are the prospects that are the ‘right fit’ for your business? Your organization has probably spent a great deal of money and time to try to answer this question. In that effort, you have collected details and information involving job title, industry, and company size. Even with all that information, you are keenly aware that your sales rep can have a prospect that seemingly fits neatly into your buyer persona and still end up not being able to close a sale? Why is that? The answer is that there’s more that goes into lead scoring than just finding a ‘fit’. If…

Gerald Valentine

Gerald Valentine


How much time is your inside sales team wasting?

How much time is your inside sales team wasting?

Anyone with a modicum of management skill knows the importance of managing one’s time. A sales rep’s time, especially, is very expensive but the bitter truth is sales reps spend about 65% of their time just doing research on their prospects.  Obviously, researching a prospect isn’t a waste of time in and of itself - sales reps should know something about their prospect before making a sales call. But one fact holds: every moment spent by a sales rep researching a prospect is a moment that they are not using to close a deal. In this sense, 65% of their…

Suzanne Harp

Suzanne Harp


5 Skills That Will Supercharge Your Buyer Enablement Strategy

5 Skills That Will Supercharge Your Buyer Enablement Strategy

The B2B buyers of today are not like they were even just a few years ago.  B2B buyers are increasingly becoming influenced by their online B2C buying experiences. They expect personalization, immediate fulfillment, and transparency from businesses that are looking to serve them. Many sellers, however, are under the mistaken impression that a b2b buyer does not need their involvement until the end of the buying journey when a buyer is ready to make a purchasing decision – this is decidedly a fallacious impression. An effective buyer enablement approach depends on how businesses are heavily strategizing their customer engagement – an approach…

Barath Kumar

Barath Kumar


What is social selling? Why should you be doing it?

What is social selling? Why should you be doing it?

Social selling is a method for developing relationships to build up sales pipelines. It’s the art of using social media to research, connect, understand, and nurture sales prospects – a modern way to build a meaningful relationship with a potential customer. So that, whenever a prospect thinks of a brand when they’re ready to buy, it’s your brand that pops into their minds first. Social selling isn’t just about gaining access to contacts, but about building good relationships and keeping that relationship in your pocket until the right moment to present yourself as a solution to their problem. The sole aim is…

Suzanne Harp

Suzanne Harp


What do you do with your email bounces? Remove, update, or nothing?

What do you do with your email bounces? Remove, update, or nothing?

According to BetterBounces.net, 31 billion emails bounce each day. In other words, 31 billion emails never reach their intended recipients, and all the hard work put into crafting them goes straight down the drain. Email bounces are a natural part of the email marketing landscape but that doesn’t mean you entirely have to live with them. Let’s begin by looking at some of the most common reasons why an email bounces and what can be done to minimize the damage. First of all, not all bounces are the same. Marketers need to understand the various factors that generate those bounces. A few of…

Prakash Natraj

Prakash Natraj


Building a Relationship with your Prospect’s Replacement in 5 Easy Steps

Building a Relationship with your Prospect’s Replacement in 5 Easy Steps

As leaders in the sales profession, we all want to be one of the high-performers winning business left and right. Unfortunately, even when you’ve done everything to textbook perfection the deal may still fall through. One possible reason why – your contact has left their company and gone to work for someone else! How you handle yourself in this type of situation will strongly reflect your value as a salesperson. The decision-maker now may not be in a place or position to help you with continuing your sales but, perhaps in the future, might refer you to somebody else who…

Suzanne Harp

Suzanne Harp


8 Steps to a Highly Effective Follow-Up Strategy

8 Steps to a Highly Effective Follow-Up Strategy

Whether you connect with your prospects on the first try or the fifth, the real struggle comes when you have to develop a strategy to follow-up with them and get them to commit. There are so many things that can go wrong - you either oversell your product, contact them too often, or you come off as pushy and annoying. Here are a few suggestions that can help you build an effective follow-up strategy: 1. Identify prospect interest The journey to understand your prospects’ interests is never-ending, but gaining insight and a better understanding of consumers and consumer behavior is…

Suzanne Harp

Suzanne Harp


6 Ways to Boost the Confidence of Your Sales Team

6 Ways to Boost the Confidence of Your Sales Team

When one of your salespeople has their pitch rejected, it can often be stressful and emotionally difficult for them to handle, especially if they’re not seasoned. The sales professional who is the most confident will more often walk out as a winner, irrespective of any negative results they come across along the way.  The opposite holds true as well. A sales professional might be selling the best product or service, but if the prospecting approach fails then not only does the sale die, but it can affect their confidence level as well. The only way to successfully build up that…

Suzanne Harp

Suzanne Harp


Influencer Marketing is the New Key to Buyer Enablement

Influencer Marketing is the New Key to Buyer Enablement

Love it or hate it, the fact is that people admire celebrities and want what they have. These days’ celebrities, including social media celebrities from YouTube or Instagram, are selling their “influence” to pitch brands and products. If an influencer recommends a product, people are more likely to trust that product when it comes to making a buying decision. Brands use influencers to drive their message to a captive target audience and for this reason, brands are inclined to use influencers who have some credibility or cachet in their specific industry to push their objectives. In several cases, superstar influencers…

Barath Kumar

Barath Kumar


5 Ways You Can Evaluate and Prioritize Prospect Data Before Entering It Into Your CRM

5 Ways You Can Evaluate and Prioritize Prospect Data Before Entering It Into Your CRM

Managing customer and prospect relationships is no simple task. Not only do you have to keep up with ever-changing buyer expectations, but to keep those customers with you for the long term you also need to exceed those expectations. You may feel a sense of comfort from the fact that you have a pretty well-populated prospect contact database, but just because you have volume doesn’t really mean you have quality data. With all of those prospects sitting in your CRM, are you taking the time and effort to evaluate and prioritize them in a way that incorporates structure and efficiency?…

Gerald Valentine

Gerald Valentine


Creative Communication and its Effects on Buyer Enablement

Creative Communication and its Effects on Buyer Enablement

The main benefit of personalization is the ability to serve your customers with a one-to-one, relatable touch. It behooves every organization to try stepping into a customer’s shoes once in a while, to take a look at things from their perspective. Taking the time to do this can help to improve an organization’s marketing strategy and increase the effectiveness of your prospect approach. The data clearly supports the usefulness of implementing personalization strategies into your marketing efforts - personalized emails deliver six times higher transaction rates. Industry leaders are increasingly seeing that benefit and extolling the benefits of personalization.   According…

Barath Kumar

Barath Kumar


Are You Taking Advantage of All the Features and Benefits of Your CRM?

Are You Taking Advantage of All the Features and Benefits of Your CRM?

CRM (Customer Relationship Management) systems are constantly evolving and businesses are making the implementation of CRM systems into their organizations a major priority – for both start-ups and multinational companies. The advantage of a CRM system extends beyond running a business and its closely related relationships by facilitating the collection, organization, and management of customer information. From recording and sorting every customer interaction, helping sales automation, to customer segmentation and campaign management, CRM software does it all. Ideally, a CRM system should help your business improve relationships with existing customers, explore new customers and win back on former customers. Investing…

Gerald Valentine

Gerald Valentine


Strategy vs. Market Reality: Your ROI Break Down.

Strategy vs. Market Reality: Your ROI Break Down.

Growing a business is no piece of cake. Firstly, you need a viable idea that can successfully live in a niche, be able to define a target demographic, and actually have a product that has the value that you can sell. In addition, without the right strategies to sell your product fueling your growth and making a profit is virtually impossible. Implementing the Right Strategy Identifying the right strategies for your business isn’t rocket surgery. You just need to be able to do a bit of analysis and add a few “spices”. The truth is, whatever it is that got…

Suzanne Harp

Suzanne Harp


The Gap Between Sales and Marketing: Two Machines – One Purpose

The Gap Between Sales and Marketing: Two Machines – One Purpose

When we talk about the difference between sales and marketing it’s important to keep in mind that they also share some similarities. Both are necessary, in one way or the other, for a successful business to make a profit. They are both machines built to serve one purpose to make sales but the way each of these machines is built to serve this purpose is very different. The Sales Machine Approach Inside Sales & outside sales The difference between inside sales and outside sales all comes down to time and money. The cost for an inside sales team to bring…

Gerald Valentine

Gerald Valentine


Personalization at Every Experience on the Buyer’s Journey

Personalization at Every Experience on the Buyer’s Journey

Personalization generates the positive feelings you want your audience to experience when they think of your brand and helps you guide your customers in every step of their buyer journey. Personalization doesn’t end with adding names to automated emails. More than that, it increases the brand-customer bond and marketers should employ a complete armament of personalizing techniques. Without understanding the customer’s needs through each part of the funnel, it’s impossible to effectively position yourself as a viable solution to their problems. It’s an extremely useful form of targeted marketing that aims to reach audiences with the exact solutions they’re searching…

Suzanne Harp

Suzanne Harp


Buyer Personas are Critical to Selling

Buyer Personas are Critical to Selling

Identifying the target audience is one of the fundamental steps to business development but do you actually know who your customers are? Can you identify their needs or specific interests? Are you aware of the background of a typical customer? If you feel like you’re struggling to truly understand the customers you are trying to attract, then there’s something you’re probably missing. If you’re trying to build a brand with products or services you are certain your customers will love, you need to have a solid understanding of who your customers are. Building a detailed buyer persona will help determine…

Suzanne Harp

Suzanne Harp


Why Do Most Lead Generation Campaigns Fail?

Why Do Most Lead Generation Campaigns Fail?

Leads are as good as gold in any business and there is no doubt that lead generation is vital. Many companies invest heavily to generate leads and get details about customers.   If your lead generation campaign is failing, what do you do? You identify the reasons that lead to failure. Here are the top 6 reasons that lead generation campaigns fail. 1. Lack of Analytics Campaigning without analytics is like pointing at a forest and saying “there are probably some trees in there”. You can’t make informed marketing decisions without the data that comes from proper analytics. It’s vital to…

Arun Kumar

Arun Kumar


Videos Enhance Prospect Engagement Across the Board

Videos Enhance Prospect Engagement Across the Board

Creating video content isn’t very different from producing an effective blog post. The major difference realistically is that an audience tends to retain 95% of the content from a video while only retaining 10% from text-based content. Viewers can absorb a lot of information in a short amount of time – nearly 65% of people consider themselves visual learners. Millions of people consume video content over the internet every minute, from sources like YouTube, Twitch, and other various streaming services. It’s no secret that is now an integral part of our daily lives. According to research, 80% of the content on…

Barath Kumar

Barath Kumar


Top 5 Ways to Enhance Your Email Campaign Content

Top 5 Ways to Enhance Your Email Campaign Content

125 billion emails are sent every day. More than any marketing channel, emails have proven to drive the highest ROI. And to stay on top of the bell curve requires that companies have both a creative and an analytical eye. To achieve sales goals, keeping up with trends is indispensable.  On average, the first thing 58% of adults do immediately after waking up is to check their email. There are several guidelines and best practices for creating an outstanding email that cuts through the noise. Here are 5 proven tactics that can dramatically improve the results for your email campaigns. 1. Subject line…

Prakash Natraj

Prakash Natraj


Top 5 Reasons Your Prospect Data Decays

Top 5 Reasons Your Prospect Data Decays

The world is in a constant state of change and sadly prospect data is not immune – causing a plague of issues for every business’s sales goals. Normally, 25%-30% of a prospect database goes bad every year.  Successful marketing campaigns are solely dependent on accurate prospect data. Likewise, if the sales team fails in communicating with prospects then sales and marketing will have great difficulty in reaching their goals – generation and qualification of leads.    Here are the key factors that lead to data decay: 1. Data accuracy Databases degrade by around 30% per year. Companies in the United…

Gerald Valentine

Gerald Valentine


How Chatbots Enhance the Buyer Experience

How Chatbots Enhance the Buyer Experience

Organizations have two choices – either run their business in the way it’s been done in the past, or evolve and meet the needs of modern buyers who are increasingly doing most of their research online. One of the best ways to interact online with those buyers is by implementing Chatbot technology. Chatbots are known for increasing the time a visitor spends on a particular website – converting visitors into qualified leads.  The brand voice of an organization needs to connect with people on a human level. 65% of customers say that they are emotionally connected to a brand they feel that…

Barath Kumar

Barath Kumar


Here’s How Risk-Free Prospecting Strategy Management Can Save You Millions

Here’s How Risk-Free Prospecting Strategy Management Can Save You Millions

Cold calling is not dead. Rather, the old strategy that required salespeople to make endless calls every day is dead. It was a common belief that more sales calls equaled more sales closed, which may have been true in a very general sense, but was certainly not the most efficient way to do things. In today’s sales world, wasting time on endless sales calls and blindly trusting the purchased prospect data, puts ROI at risk.  The cold truth is that cold calls are ineffective 90.9% of the time. If you aren’t armed with the right prospect data, cold calling is even…

Arun Kumar

Arun Kumar


Don’t procrastinate on Buyer Enablement.

Don’t procrastinate on Buyer Enablement.

With over a million new start-up businesses forming each year, competition between them is fierce, and they all face the challenge of figuring out successful marketing strategies to get them to peak sales performance. Unfortunately for most of those startups, 58% of them are destined to fail in the first year. Many businesses are playing with a losing hand, but don’t know it until it’s too late.   One of the areas that successful start-ups are focusing on is buyer enablement and there’s a simple reason why - it’s making the processes of buying easier and more intuitive and that’s resulting…

Suzanne Harp

Suzanne Harp


How Are Email Bounces Affecting Your Email Deliverability?

How Are Email Bounces Affecting Your Email Deliverability?

Email campaigns give marketers broadest to reach worldwide. It’s estimated that by the end of 2020 over half of the world’s population will have access to email, and 61% of customers prefer being contacted by brands through email.  Emails are 40 times more effective in earning new customers than Facebook or Twitter. And the number of emails sent every day is estimated to touch up 250 Billion by 2020. There is no denying the impact an email outreach and nurture strategy can have on your business - connecting to an audience in a personalized manner while staying on budget. The evidence is conclusive, emails are…

Prakash Natraj

Prakash Natraj


Who should own the responsibility for data accuracy - sales, marketing, or IT?

Who should own the responsibility for data accuracy - sales, marketing, or IT?

It’s one of the debates that organizations tend to want to avoid. Who, exactly, owns the CRM data? It’s an important question that deserves an answer - after all, poor prospect data quality affects a business’s ability to produce conversions and make sales. Prospect data entropy is a real concern that affects every business. Annual turnover, internal personnel changes, and generally inaccurate or incomplete data plagues not only the data that currently sits in a CRM system but any new data that’s being purchased from third parties as well. It’s therefore incumbent on the CRM data owner to keep a…

Arun Kumar

Arun Kumar


Is Your Inside Sales Development ROI at Risk?

Is Your Inside Sales Development ROI at Risk?

Understanding the ever-changing dynamics of customer interaction is one of the major challenges facing marketers. 78% of marketers buy data from a third-party source without realizing that one-third of that prospect data is already obsolete. Companies that invest in bad data while trusting their existing prospect data strategy are putting their ROI at risk. What do you need to be successful? With sales growth being the major objective, many sales organizations focus on building a growth strategy while at the same time failing to provide their sales teams with the specific training. tools, or resources they need to be successful.…

Arun Kumar

Arun Kumar


Calls Don’t Get the Job Done Anymore. Why Buyer Enablement Needs to Be Part of Your Sales Strategy.

Calls Don’t Get the Job Done Anymore. Why Buyer Enablement Needs to Be Part of Your Sales Strategy.

Every day, companies across the US are making calls to try to persuade prospects to buy their product or use their service but, in the day and age of caller ID, most of these calls are going unanswered. After all, who wants to waste their time listening to a sales pitch from a pushy sales rep? Over 229 million phone numbers are estimated to be listed on the national Do Not Call Registry, leaving 62% of salespeople feeling the pressure to build a more effective pipeline to close sales. Sales reps work tirelessly, making hundreds of phone calls a day, to…

Suzanne Harp

Suzanne Harp


3 Ways to Promote Nuanced Buyer Enablement in 2020

3 Ways to Promote Nuanced Buyer Enablement in 2020

For many businesses, the concept of buyer enablement is a scary thought because it involves giving up control. The very thought of letting prospects take control of the majority of the sales process is literally anathema to how sales have been done in the past. But the reality is the days of pushy sales reps and back-and-forth contact are over. According to a recent survey of millennial B2B buyers: 56% held director-level positions42% held managerial positions44% were the primary decision-maker for purchases of $10,000 or more B2B buyers are younger than businesses realize and they expect more of a consumer-style…

Barath Kumar

Barath Kumar


Business Strategy Is Nothing Without Clean Prospect Data Generation

Business Strategy Is Nothing Without Clean Prospect Data Generation

The pressure is on for businesses to digitize and automate by 2020. However, even a proper business strategy won’t help without clean prospect data generation. A crisis is brewing and no one is talking about it. 1,160 CEOs stepped down in the first three quarters of 2019 – surpassing the figure for the 2008 recession. The B2B world wasn’t immune and the tech sector witnessed the second-highest number of departures: 154. Of course, each company and CEO have their own problems so it doesn’t help to make sweeping generalizations. However, it’s impossible to ignore the fact that businesses are struggling…

Arun Kumar

Arun Kumar


Prospect Data Ages Like Milk – Not Wine. What’s Its Expiration Date?

Prospect Data Ages Like Milk – Not Wine. What’s Its Expiration Date?

Most companies consider prospect data one of their most valuable assets, and it’s hard to argue that point when prospect data is the bedrock of effective outbound sales and marketing campaigns. Meanwhile, maintaining and cleansing that valuable data typically requires more time and resources than companies can handle in-house. As a result, many companies have never analyzed their prospect data integrity – let alone how bad data affects their actual sales and ROI. If they did, they would probably be shocked to find that outdated or incorrect data is costing them a serious amount of money. Between 30% and 40%…

Gerald Valentine

Gerald Valentine


How to Stay Out of the Spam Folder with Effective Email Nurturing

How to Stay Out of the Spam Folder with Effective Email Nurturing

Email nurturing sounds easy enough. But the actual job of authoring amazing emails that grab attention, get opened, and earn clicks? That’s another story. The average email open rate is less than 15% across all industriesThe average click rate is just 2.5%Only 20-30% of subscribers who open an email will click a link In other words, in an email list with 100 subscribers, only about 15 will open the email. Of those 15, only 5 people will click one of the links – and that’s at maximum. It doesn’t help that the average office worker receives nearly 100 emails every…

Prakash Natraj

Prakash Natraj


It’s Not the Market: Business Growth Freezes From Bad Prospect Data

It’s Not the Market: Business Growth Freezes From Bad Prospect Data

It’s become a trend lately for inside sales teams to blame industry challenges and market fluctuations for poor growth. The harsh reality is that internal strategies are primarily to blame – especially when it comes to prospect data. In this age of a global economy, corporations in developed countries regularly exceed profit growth expectations with trillions of dollars flowing limitlessly across borders. Despite this, many companies still believe the myth that major industry markets are constantly down and totally unsuited for sustainable business development. Successful corporations that consistently exceed sales growth projections s have learned the value of clean, accurate…

Gerald Valentine

Gerald Valentine


How Much Does Bad Prospect Data Really Cost?

How Much Does Bad Prospect Data Really Cost?

Accurate prospect data makes the job of an inside sales team much easier.. When it’s not up-to-date or correct, however, that same data can cost businesses drastically in both time and money. Research shows that sales reps spend roughly 65% of their day on non-revenue generating activities like digging for data, scoring leads, and managing technology. Put another way, those sales reps are only spending 35% of their time actually selling. Now, consider that when sales reps make calls: 30% are non-responsive30% include incorrect information30% involve connecting with the wrong person That means there’s only a 10% chance of connecting…

Suzanne Harp

Suzanne Harp


Money Can Buy Lots Of Prospect Data – But Will It Deliver Results?

Money Can Buy Lots Of Prospect Data – But Will It Deliver Results?

In today’s insight-driven environment, prospect data generation is considered the be-all-end-all for inside sales – but is it a safe idea to pay for it? In e-commerce, many businesses see paid prospect and lead data as the only viable solution. E-commerce vendors offer quick sales at unbeatable discounts and snatch up a huge percentage of potential prospects, leaving other businesses with only two options: Partner with their e-commerce competitors to make salesPurchase a database of prospect contact information from third-party sources It’s no surprise that the data-for-sale industry is booming and has grown into a massive market. U.S. firms spend…

Arun Kumar

Arun Kumar


Email Nurturing Campaigns: The Salt and Pepper to Every Sales Recipe

Email Nurturing Campaigns: The Salt and Pepper to Every Sales Recipe

Just because a prospect converts into a lead, it doesn’t mean they’re anywhere near completing a purchase. Email nurturing campaigns can help businesses stay at the top of their minds. According to Marketing Sherpa, the average SaaS or software conversion rate is 7% and, to many reading this, that might sound high. For e-commerce, the figure is even lower: 3%. WordStream estimates that the average PPC conversion rate is just over 2%, which probably sounds a lot more reasonable. The fact stands that over 90% of people who provide their email address through a lead magnet form aren’t ready to…

Prakash Natraj

Prakash Natraj


Fixing Bounced Emails is Critical for Lead Generation. Here’s Why

Fixing Bounced Emails is Critical for Lead Generation. Here’s Why

Every marketer cringes after putting their time, effort, and heart into the perfect email campaign only to see the bounce notification appear. According to research from Acquia, 75% of marketers say email is their favorite personalization channel. That is not surprising: Email provides powerful segmentation, automation, and data-driven tools for personalizing every campaign. Unfortunately, a high bounce rate is a symptom of a much larger problem: bad intel. In fact, 65% of companies use inaccurate data to drive their strategies, including email. Yes, high bounces indicate that specific recipients did not receive an email. However, they can also negatively impact…

Prakash Natraj

Prakash Natraj


Outdated Prospect Data Kills Sales and ROI. Here’s How to Fix It

Outdated Prospect Data Kills Sales and ROI. Here’s How to Fix It

Traditional lead generation looks like this: A prospect visits a landing page, fills out a lead magnet form, enters the scoring system, and receives follow-up content indefinitely based on the same old prospect data. Sadly, 65% of businesses do not realize that they are making marketing decisions from that outdated and inaccurate data. At any point in time, 25% of the information in a database is incorrect. That is exactly why 30% of all business objectives and 80% of all personalization strategies fail: Marketing and sales teams are relying on bad intel. Email addresses, company names, job roles – these…

Suzanne Harp

Suzanne Harp


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