5 Key Tipping Points in B2B Sales by Jae-ann Rock

Posted on March 7, 2024April 3, 2024 by jaerock

The concept of "tipping points" became a hot topic nearly 20 years ago when Malcolm Gladwell originally wrote his best-selling work of the same name, The Tipping Point. Truth be told, this idea of key leverage points in any process fascinates me more than a little. (Yeah, I'm a bit of a process geek, partly the result of growing up on a small farm with lots of daily chores to be done. Why NOT find the most efficient way to do those tasks?) My intrigue is based on the concept that if one i...

3 Ways to Refresh Your B2B Marketing Efforts by Jae-ann Rock

Posted on November 3, 2022May 7, 2023 by jaerock

Struggling to engage more prospects? If so, you may need to rethink your B2B marketing approach. Let's look at 3 ways to refresh your B2B marketing efforts to increase success! 1.) Provide Value-Added Content Don’t skip this one! We regularly see companies make mistakes in this critical area. First - Value-added content is FREE content that is helpful, insightful, educational, or informative. What are common industry challenges or issues? What are industry-related news feeds ...

No Sales Leads Left Behind by Jae-ann Rock

Posted on September 21, 2022May 7, 2023 by jaerock

Having a marketing plan that includes ways to nurture your “not now” sales leads is critical to leaving no lead behind, and ultimately growing SALES. Did you know? According to Heinz Marketing, "At any given time, only 3% of your market is actively buying. Another 56% are not ready, while 40% are poised to begin." What should this mean to you? Don't give up! Until you hear “no”, a lead is always in play. But, to effectively manage those sales leads through the sales pipeline takes o...

Five Steps to Build a Healthy Sales Pipeline

Posted on May 15, 2022May 7, 2023 by jaerock

Building a healthy sales pipeline is critical if you want to attain your revenue goals 3, 6, or 9 months from now… So what steps should you take to build and sustain a HEALTHY sales pipeline all year long? Start with ENOUGH Leads We all know that sales is a “numbers game.” To develop a healthy sales pipeline, you MUST start with enough leads to process through your marketing and sales engine. After all, only a portion will become “qualified leads,” and of those, only a fraction will b...

Sales & Marketing Tips to Prepare for the Recovery

Posted on June 23, 2021February 21, 2022 by jaerock

One full year into this pandemic there are finally reasons to feel optimistic about the coming months. That is welcome news for all - I am certain! [Side note: I watched a short documentary about why the passage of time has felt so warped during the pandemic... It felt like the year that never happened, but also the year that was never-ending. Weird, right? Apparently, it has to do with how our brain processes time. As a result of the pandemic, all of the events our brains use to mark...

The #1 Barrier to Success…It Could be YOU

Posted on January 17, 2020May 15, 2020 by jaerock

Success is often molded by the people with whom we surround ourselves. Remember your mother's wise words: "If you play in the mud, you're going to get dirty!" Whether you are seeking that next promotion or taking steps to move forward in other areas of your life, your BIGGEST OBSTACLE TO SUCCESS MAY ACTUALLY RESIDE WITHIN YOU - specifically, within your subconscious mind. Messages stored in your subconscious mind can hold you back, negatively affecting your opportunities for success in your per...

Imagineering for Success by Jae-ann Rock

Posted on December 11, 2019May 11, 2020 by jaerock

As human beings, our constant desire to think beyond the here-and-now DRIVES us to dream big, imagine the impossible, and achieve amazing things. Advancements like the wheel, the compass, the light bulb, the telephone, penicillin, air travel, and the Internet were all born out of the same basic premise: PEOPLE IMAGINED BETTER. Using our imagination allows us the opportunity and ability to dream bigger than our surroundings, to think “outside of the box," and to improve our lives at home and at ...

5 Tips to Yield an Abundant Sales Harvest by Jae-ann Rock

Posted on November 20, 2019May 11, 2020 by jaerock

With less than eight selling weeks remaining in 2018, a few critical questions remain: Do you have a plan to hit your revenue goals? How will you make the most of these next few weeks to meet or exceed your sales goals? What is the highest and best use of your time each day to achieve success? Here are five tips to help you yield an abundant sales harvest: 1.) Circle tightly around all NEW Leads from the past 3-6 months. Follow up with each new lead via phone and a personalized email...

5 Sales Lessons When Panning for Gold by Jae-ann Rock

Posted on August 12, 2019May 11, 2020 by jaerock

Several years ago in July, my family and I took a trip to the White Mountains of New Hampshire to do some gold panning for my birthday… We actually registered for a three-hour, organized class on “Prospecting for Gold.” On the morning of the trip, we got up early, and left the house by 7 AM to drive two hours to meet up with the prospecting instructor at a beautiful, crystal clear stream in the White Mountain National Forest. Spending the day in the river would be welcome relief from the heat, a...

Why B2B Companies Should Consider Account Based Marketing by Jae-ann Rock

Posted on January 17, 2019May 11, 2020 by jaerock

You may have heard of Account Based Marketing (ABM), but you’re not exactly sure what it is or if it’s right for your business. If you’re not yet using ABM, it is certainly worth investigating… Consider this: 92% of companies recognize the value of ABM and see the strategy as a “must have” for B2B marketing (From the 2015 State of Account Based Marketing, SiriusDecisions.) According to the 2014 ITSMA Account Based Marketing Survey, Account Based Marketing delivers higher ROI than any ...