sales

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

Posted on 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 ...
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No Sales Leads Left Behind by Jae-ann Rock

Posted on by jaerock
sales leads
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...
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Five Steps to Build a Healthy Sales Pipeline

Posted on 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...
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Five Quick Tips to Improve Sales Results

Posted on by jaerock
Looking for ways to be more efficient and effective in your sales and marketing efforts? From eliminating time-wasters to accelerating the sales cycle, these tips will put you on the path to improved sales success for the rest of the year. When reading these tips, write down two or three on a sticky note, and make them visible during your workday. Begin incorporating them into your daily work habits right away. You will soon reap the sales rewards that come from working smarter – not harder. ...
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Sales & Marketing Tips to Prepare for the Recovery

Posted on 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...
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The Career that Chose Me – Celebrating SunStream’s 20th Year

Posted on by jaerock
This month marks the 20th anniversary of my launch of SunStream Consulting. I suppose I was always destined to work for myself, but I didn't know that starting out... You see, I come from a long line of professional educators - teachers, principals, school superintendents, and college professors. Clearly, the natural career choice for me was in the realm of education. But, with my MEd in hand, my career took a sharp right turn straight out of college when I landed my first professional busin...
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5 Tips to Nurture Your “Not Now” Leads by Jae-ann Rock

Posted on 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...
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Make This One Change to Grow Sales

Posted on 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...
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Emerging B2B Marketing Trends [during COVID19] by Jae-ann Rock

Posted on by jaerock
There are important marketing trends emerging as businesses learn to adapt during this age of COVID19. We’ve gathered some of the latest research regarding marketing opportunities and pitfalls with recommendations for how you might best adapt to these ongoing changes.  We encourage you to use this information to be PROACTIVE in formulating more effective and appropriate marketing plans during these tumultuous times. And remember, if we can help in any way, please contact u...
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Know & Match These 4 Buyer Types to Increase Sales by Jae-ann Rock

Posted on by jaerock
So...you found the decision maker at a target prospect company that would be a perfect match for your services. Does your sales team have the knowledge and training to make the most of their first contact with this individual?  We know building trust with prospects is paramount to sales success. This week, we will share insights regarding FOUR buyer profiles to help your team learn the critical skills needed to identify and MATCH their approach to the buyer's personality "type....
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