the-salesEDGE

02/25/2025

69% of Prospecting messages are either sent to the wrong target or the message is dull. Don’t be one of them. Check out a recent study of prospecting fails and simple steps to sharpen your organization’s sales prospecting skills.

According to Demand Gen 2024, 69% of buyers have accepted cold calls from sellers in the past year. Additionally, industry statistics reveal that 80% to 90% of B2B companies rely on outbound prospecting to fuel their sal...

11/22/2024

80% of sales reps say prospecting is the most challenging part of their job. But how do you know if your team should tackle it internally or partner with an expert?

Jana Raber shares a simple framework to evaluate if your team has the resources and capacity to excel at prospecting.
https://youtu.be/aluTjrsXjvw

Jana Raber shares relevant stats on why prospecting and getting in front of buyers is important (even though sales generally hates doing it). Additionally, s...

09/12/2024

Outbound prospecting is hard work, and many business leaders write it off because results don't match what they had desired. Instead consider resetting prospecting expectations based on real-world results in today’s market and restart your prospecting initiatives.

Remember the old adage, “if it sounds too good to be true, it probably is”? For the last 20 years I’ve kept a folder of emails from sellers that make far fetch and often laughable claims, here are some recent examples:

06/19/2024

Considering purchasing prospect data from a buyer intent provider to generate leads? Learn some quick tips from Jana to help get started.

05/08/2024

Is your Marketing Database working for you? If not, read our latest blog to turn it into a valuable company asset.

A common struggle of small businesses is managing and maintaining a prospect marketing database. And unless your target is a small niche audience, working with data can be daunting especially if you do not have the resou...

04/12/2024

Check out our latest blog breaking down the difference between 3rd party, 2nd party, and 1st party data. With upcoming data privacy changes, the shift to collecting and using 1st party data will be key to your marketing success.

Every marketer at one point in their career likely has purchased a “list” typically comprised of company and contact information including often a non-permission-based email address. Those lists are 3rd party data, and w...

03/21/2024

Fellow small businesses, could you use some help to jump start your 2024 marketing initiatives? We’ve compiled a helpful guide for the resource strapped small businesses burning the midnight oil. Things like, make sure to update the copyright date on your website to just how many marketing emails per month should you send.

Have you said in the past we have tried “lots” of different marketing tactics, but “nothing has worked”? If that resonates, you are not alone as that is a common theme in the small and medium-sized (SMB) business space. ...

08/17/2023

"Hybrid Sales" doesn’t mean you work at home and at the office. Learn more about what top sales orgs are doing and spending more time in front of buyers than the average sales org.

One of my first sales jobs out of college I spent 90% of my time face-to-face with customers, whether that was dropping in to check on how things were going, taking them to lunch, or going on a golf outing. Relationships...

04/14/2023

Fun day networking with other great small businesses at our co-working space - OffiCenters Minnetonka

03/28/2023

The struggle is real - when you are a small business, tasked with writing marketing content without an in-house marketing expert. Read tips to getting started and know when to seek out help.

Feeling overwhelmed with creating a content strategy? You are not alone. Content is where the vast majority of small and medium businesses get stuck when attempting to execute marketing campaigns, especially when they ma...

03/17/2023

When it comes to marketing, personalized content matters. Read about easy steps to take that any business can do to meet your buyers where they are at.

If you are starting your email marketing campaigns with Dear [insert first name], then you aren’t taking personalization far enough. Personalization of messaging is not just addressing someone by their first name, prospe...

02/09/2021

Digital marketing can be overwhelming, and for small-medium businesses resource gaps make it a bigger challenge. Read 30 tips that you can do in 2021 to leverage digital marketing to increase your brand presence, build creditability and grow your opportunities.

All businesses, regardless of size, require marketing. Small and medium businesses (SMB) in particular require effective and proven marketing tactics that can work within a potentially limited marketing budget. With this...