B2B Sales

It’s All About Revenue: Six Ideas to Power Your B2B Sales Engine

My friend and noted entrepreneur and teacher Steve Imke, posted an article titled, A recession is a great time to start a new business. I agree with this completely because I started my company, FusionMarketingPartners.com, in 2009, during the so-called “great recession”. Several business people I respected urged me not to do this but being […]

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B2B Sales Leads

Six Tips to Calculate How Many Leads You Need in Your Sales Pipeline

I have had more than a few people accuse me of being obsessed with marketing numbers (guilty as charged). One of my chief focuses has always been the production of high-quality B2B sales leads. Of course, there are many flavors of leads and one person’s definition of sales-ready is another’s definition of a substandard lead. […]

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Sales Model

How to Choose the Right B2B Sales Model

A big factor in the entire lead-to-revenue (L2R) process is making sure that you start with the right marketing and sales model. In our initial engagements with B2B clients, we are sure to ask them the types of questions that let us know whether their go-to-market model needs just a tune-up or a complete overhaul. […]

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How to Sell More by Selling Less

My friend (and very smart marketer) Debbie Breemeersch recently shared a great article on LinkedIn: The Secret To Sales Success: Stop Selling!  The author is Atchison Frazer, CMO of Xangati. Frazer talked about his last two years at Cisco, when the company implemented go-to-market strategies that essentially flipped the “good selling” moniker on its head: […]

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