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 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...

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...

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

Posted on May 11, 2020May 11, 2020 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...

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 ...

Five Ways to Improve Sales Results

Posted on October 15, 2016November 11, 2016 by jaerock

HOW will you improve sales in the next two months? How will you close more deals to meet your 2016 revenue target? The following tips are designed to help you quickly ramp up pipeline activity and sales results: 1.) Reward the Sales Behavior you Want: If you are in sales management, it's time to develop sales kickers to ramp up end of year sales activity. Identify specific goals/targets to improve sales results. Monitor the following: Outbound calls per day New prospect calls...