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Nobody keeps score by the number of balls you roll
Friday, quarter's end, and the whiteboard by the phones is covered in hash marks. Fifty calls, sixty, past a hundred for the keener ones. A rep two ...
Read more →Insights.
Demand generation, content and pipeline thinking
from The Demand Stream.
It's not the miles, it's the meetings
Picture the sales floor on a Wednesday afternoon. Forty-odd dials on the big screen, one per rep, each needle climbing toward the weekly call target. ...
Read more →Where's the gold this morning?
Monday, 7:52am. The laptop's open, the inbox has already found you, and the CRM is staring back with four hundred accounts and no obvious place to ...
Read more →Before it was a stream, it was a bloke with a bucket
Monday morning, and Andy has fourteen tabs open in Apollo. Somewhere in there is a shortlist of the right people at the right companies, if he can ...
Read more →Embracing Groundhog Day in B2B marketing
There’s a hard truth about B2B marketing many businesses struggle to accept – most people aren’t thinking about your brand or business.
Read more →Look for signals, not leads
For years, leads have been the holy grail of B2B growth. Whether MQLs, SQLs or some other form, B2B marketing and sales activity revolved around the ...
Read more →Fame beats features
Fame gets a bad rap these days. Talk of fame conjures up images of vacuous and vain celebrities who are famous for being famous. Or desperate C-list ...
Read more →Who are your 1,000 true fans?
One of the biggest misconceptions in B2B growth is the idea that more attention automatically drives better results. If only you can get more reach, ...
Read more →I know what you did last summer
If your business is growing right now, I can take a pretty good guess as to what you did last summer. As well as the spring, winter and autumn ...
Read more →Email isn’t dead. You’re just doing it wrong.
I’m sure you’ve heard someone somewhere declare that email marketing is dead.
Read more →Two horses, one arse
I heard this saying recently and it really grabbed me: “You can’t ride two horses with one arse”.
Read more →Flip the script on time
Bill Gates once famously said: “Most people overestimate what they can do in one year, and underestimate what they can do in ten years.”
Read more →Get focused
Spend more time doing what matters most.
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