Most 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 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 ThemMany 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 ShowsWhat 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 ItB2B 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 HonestA mass email service sends to people who opted in. Here is what it is for, why it is the wrong tool for cold…
Read → Mass Email Service: What It Is For and When It Is the Wrong ToolHealthcare lead generation for companies that sell to healthcare organizations: who the buyers are, why cycles run long, and where cold email fits.
Read → Healthcare Lead Generation: A B2B Guide for Companies Selling to HealthcareEmail outreach explained for B2B decision makers: what it is used for, why some outreach gets answered and most gets ignored, and in-house vs…
Read → Email Outreach: What It Is Used For and What Gets AnsweredWhat website visitor identification is, how company-level matching works, its limits and privacy questions, and how it compares with outbound.
Read → Website Visitor Identification: How It Works and What It Can’t DoTelecom lead generation for B2B providers and resellers: who buys connectivity and voice, what triggers a switch, and where cold email fits.
Read → Telecom Lead Generation: How B2B Providers and Resellers Find BuyersDoes email marketing work for B2B? When it does, when it does not, how list email differs from cold outreach, and how to judge…
Read → Does Email Marketing Work? An Honest Answer for B2BHow a company that sells to businesses in one region gets leads, which channels suit a small market, and when cold email is the…
Read → Local Lead Generation for Companies That Sell to Other Businesses