Blog

  • Building a Pipeline for Q1

    Posted On December 12, 2019 by Evan Lamolinara

    As you count down the days till the end of 2019, as a sales rep, sales manager or president of the company, naturally you’re already thinking about next year’s planning, budgets, quota and pipeline. Depending on how much you had to deplete from your current sales pipeline and funnel, hopefully you’ve left a sufficient quantity of sales leads to start 2020 on a high note.

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  • 5 Essential B2B Lead Qualification Tips

    Posted On November 19, 2019 by Evan Lamolinara

    Statistics show only about 27% of B2B companies qualify their sales leads. Sometimes it's an assumption that sales and marketing make when a sales lead comes in, for instance, from the website. We assume they read the website. We assume they understood. So therefore, when they fill out the form it should be ready for a fast sales cycle and close. Not so fast. It's still important to go through the process and ask the right questions in order to qualify the sales lead. What do you need to know?

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  • Over-Relying on Customers to Make Up the Shortfall for Revenue

    Posted On November 19, 2019 by Evan Lamolinara

    What if sales had sold all they could to their customers? What happens when customers stop responding to your marketing efforts because they already purchased it? Especially at the end of the year, we turn to customers to help close the revenue gap. What if this time, there’s just simply not enough?

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  • Budget: The Leading Reason for B2B Sales Objections

    Posted On November 18, 2019 by Evan Lamolinara

    What's the leading reason for B2B sales objection? Prospective buyers may decline to purchase a product or service for a variety of reasons. However, a Chorus report found that more prospective buyers object sales offers because of budget than any other reason. If you own a B2B company, or if you're simply a sales rep, you must tackle these objections head-on to increase your chances of converting prospective buyers into paying customers. While you can't change a prospective buyer's budget, there are ways to address and overcome budget-related objections.

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  • Food and Beverage Industry News and Planned Industrial Project Reports - SEPTEMBER 2019 Recap

    Posted On October 15, 2019 by Evan Lamolinara

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