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 ...

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...

5 Tips to Nurture Your “Not Now” Leads by Jae-ann Rock

Posted on October 13, 2020October 13, 2020 by jaerock

You’ve worked hard to generate a number of qualified leads… The trouble is, not every prospect is ready to buy TODAY. Nurturing Leads is Essential to Sales Success So – how do you stay in front of prospects when they said, “not now”? There are many reasons a qualified prospect may not be ready to buy today. One important reason is the trust factor. Prospects need time to develop trust in you, your company, and your services before they will consider buying from...

Make This One Change to Grow Sales

Posted on September 30, 2020September 30, 2020 by jaerock

Ask any professional business developer the type of work activity they like the least and the majority will likely mention “the admin work." Admittedly, having been a sales rep/business developer for many years, I can certainly attest to the fact that admin work is the necessary drudgery involved in any professional sales job. It may be hard to ever eliminate it completely, but we should always be looking for ways to dramatically reduce it… Any time spent doing admin work as a sales rep takes t...

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...

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 ...