What we learn running cold email: deliverability, targeting, copy, and what actually gets a response.
B2B pipeline management is a routine: written stage rules, a weekly review and regular clearing of dead deals. Here is how it works and…
Read → B2B Pipeline Management: The Weekly Routine That Keeps It HonestWhat marketing contribution to pipeline means, how marketing-sourced pipeline is measured, why the right share differs by company, and where outbound fits.
Read → Marketing Contribution to Pipeline: What It Means and How to Measure ItMany popular sales follow up statistics have no traceable source. Here are the figures we could trace to an original study, and the famous…
Read → Sales Follow Up Statistics: What the Research Actually ShowsHow stage-to-stage sales pipeline conversion rates are calculated, what the few sourced benchmarks say, and how to use your own rates to work out…
Read → Sales Pipeline Conversion Rates: How to Calculate and Use ThemMost B2B sales teams need fewer than ten KPIs. Here are the ones that matter, how each is calculated, and which to ask an…
Read → B2B Sales KPIs: The Few That Matter and How to Calculate ThemHow to close a sale in B2B depends less on closing lines and more on fit, timing, and a clear next step. Here is…
Read → How to Close a Sale in B2B: Fit, Timing, and a Clear Next StepB2B lead nurturing is how you stay in touch with good-fit leads who are not ready to buy. Here is a simple cadence and…
Read → B2B Lead Nurturing: What to Do With Not-Yet LeadsPublished B2B lead generation benchmarks disagree because each study counts something different. Here is what the sourced figures say at each step, and why…
Read → B2B Lead Generation Benchmarks: What the Published Numbers SayA B2B customer acquisition strategy comes down to four decisions: who you target, which channels you use, what you can afford to pay per…
Read → B2B Customer Acquisition Strategy: How to Build One That PaysB2B call centers make and take phone calls with other businesses on your behalf. Here is what they do, how to find a good…
Read → B2B Call Centers: What They Do and How to Pick OneWhat B2B lead scoring is, the criteria that matter, an example scoring table you can adapt, and when a small team is better off…
Read → B2B Lead Scoring: Simple Criteria and an Example TableWhat an omnichannel customer journey looks like for a B2B buyer, the stages it moves through, and a simple way to map your own.
Read → The Omnichannel Customer Journey for B2B Buyers: Stages and a Simple Map