Four Reasons your Sales Process Isn't Working

by Michelle Nessman | January 30, 2017 | Sales Process | 0 Comments

Whether your work in B2B sales or B2C sales, buyer behavior has changed. The way we used to sell when the sales person was the be-all, end-all to the decision-making process is no longer relevant....

4 Website Conversion Optimization Tips for Beginners

by Michelle Nessman | January 24, 2017 | Sales Process | 0 Comments

As mentioned in a previous post, website conversion optimization is as much an art as it is a science. If you are looking for a few ways to get started, here are our top four tips for website...

What is website conversion optimization?

by Michelle Nessman | January 24, 2017 | Sales Process | 0 Comments

Let’s take a moment and define conversion first. Conversion is when a visitor to your website acts on a call to action (a button, link or form) you have strategically placed. This could be a call...

Building a Sales Process

by Michelle Nessman | January 06, 2017 | Sales Process | 0 Comments

Building a sales process can be a challenge.  Getting sales reps to adopt your newly designed sales process can be even tougher.  Gaining buy in begins with a sales process that sales reps know...

8 Sales and Marketing Mistakes that are Losing you Money

by Michelle Nessman | December 30, 2016 | Sales Process | 0 Comments

With 2017 right around the corner, sales managers and marketers everywhere are ready to take action on their sales and marketing plans.  I want to pose a question: How did you create your plan? ...

Is your Sales Process Good Enough?

by Michelle Nessman | August 04, 2016 | Sales Process | 0 Comments

 

While most companies have realized that to move the sales needle requires a solid sales process, few organizations have re-visited their sales process to assess what shifts need to be made in...

Inbound Marketing: The Damaging Repercussions of Introducing Leads too Early to a Sales Rep

by Michelle Nessman | July 26, 2016 | Sales Process | 0 Comments

A key element that is often overlooked in an inbound program is the transition from marketing qualified leads to sales qualified leads (otherwise called sales ready leads).   Keep this in mind, on...

Using the Buyer's Journey to Define Your Sales Process Steps

by Michelle Nessman | June 01, 2016 | Sales Process | 0 Comments

When buying a product or service, a consumer embarks on a journey. Potential buyers discover, research, and educate themselves on their options long before reaching out to the sales person for...

Got Lost Leads? Three Sure-Fire Ways to Kill A Lead's Interest

by Michelle Nessman | May 11, 2016 | Sales Process | 0 Comments

Have you ever had a great meeting with a prospect, thought you had it in the bag, and then, POOF! they vanished faster than burgers at a barbecue?

You are not alone. Losing a lead is an extremely...

Let The Buyer’s Journey Customize Your Sales Process

by Michelle Nessman | March 16, 2016 | Sales Process | 0 Comments

A buyer's journey includes everything that a customer does to research options before making a purchase decision. As most marketers know, this process is partly logical and partly emotional. Until a...