Which sales tactic generates warm leads and requires very little financial investment? Referrals. Why are referrals so valuable? Seventy-eight percent of B2B marketers report that referrals capture good or excellent quality leads. (1) Sixty percent of marketers see a high volume of leads from referrals. (1) Fifty-four percent of marketers indicate that referral marketing offers a lower cost-per-lead. (1) Eighty-four [...]
Part One: Marketing Engagement Versus Sales-Ready Conversions Part Two: Preventing and Re-Engaging No-Shows The final installment of this three-part series discusses how to prevent leads from dropping off and how to close more leads with less effort. It's not a secret that today's buyers are savvy and conduct most of the purchasing process themselves. Eighty-seven percent of buyers self-service part [...]
Delegation is one of the biggest challenges that leaders face. It means letting go and depending on and entrusting others to get work done efficiently, correctly and timely. However, delegation is a necessity to ensure productivity, morale and business livelihood. Just how much can delegating impact a business? In one study, over 50 percent of business owners think that they [...]
In an ideal world, sales leads would close quickly with little effort or time invested. The reality is, they take work and, in most cases, a significant amount of time. Unfortunately, far too many salespeople give up on leads that are perfectly qualified. Eighty percent of sales require five follow-up calls, but 44 percent of salespeople give up after just [...]
The year 2020 coined the term "disruptive" due to the life-changing events that occurred. This disruption offered both benefits and drawbacks. The former includes unprecedented advances in technology and powerful insights into the psychology of employees. Taking a strong leadership stance and addressing employee needs and desires is more important than ever. It is especially important when workers have been [...]
When crises hit, they can cause significant shifts in the responsibilities resting on the shoulders of leaders, as well as the roles they are expected to play. Members of leadership may encounter any number of urgent issues that can literally make or break their organization including: Layoffs or the possibility of layoffs Team shortages due to layoffs or illness The [...]
There is no shortage of people who want to lead companies and exhibit authority. However, few of these people are true leaders. The presence of a real leader is not determined by a title. Rather, it is determined by the way he or she recognizes hope and opportunity during difficult times, instills confidence, motivates employees, inspires ideas, anticipates challenges and [...]
Problem-solving for business problems is no longer an option; the pandemic has made it mandatory. Curiosity is critical to problem-solving. Why? Revealing problems that could prove damaging to business requires asking the right questions and following them up with additional thoughtful questions. A mind that has been trained to be curious has access to a treasure trove of subjects and [...]
There has never been a better time to come up with inspiring ideas and push the limits of innovation at your business. The good news is that uncertainty offers many benefits! It provides you with a virtually unlimited field for creativity – and this could mean the difference between failure and success. The ground is fertile with possibilities right now. [...]
The COVID-19 pandemic has caused disruptions in the workplace that include corporate culture changes, interaction and employee morale. It has also increased the need for business leadership to step up innovation. While a great deal of the focus has been on implementing technology that allows employees to work remotely, technology is just one piece of the puzzle. It is essential [...]