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...

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...

Five Quick Tips to Improve Sales Results

Posted on February 5, 2022May 7, 2023 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. ...

Being a “Good Employer” will be Critical to Your Post-Covid Success

Posted on October 13, 2021February 21, 2022 by jaerock

According to Forbes, being a “good employer” is one of the most ESSENTIAL post-Covid business strategies. WHY? Living through these difficult times of a worldwide pandemic has made many people reconsider what’s truly important in life. “Employees are increasingly looking for jobs that fit their idea of a proper and meaningful life. This means they focus more on what they like than on the necessity of having a job…” – Forbes Hence, employees want to work for “G...

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 Career that Chose Me – Celebrating SunStream’s 20th Year

Posted on February 26, 2021March 1, 2021 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...

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...

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 ...