What is content marketing and how to use it effectively
What is content marketing and how to use it effectively We hear about content marketing everywhere and it seems to be the key that opens endless opportunities. But, in the B2B business, this exciting inbound marketing technique can be one of your best allies or your worst enemy if you do not plan and implement […]
What are the different stages of the B2B buying journey?
What are the different stages of the B2B buying journey? The B2B (business-to-business) buying journey refers to the process that businesses go through when making purchasing decisions for products or services. Unlike B2C (business-to-consumer) transactions, B2B often involves a more complex, extensive and multi-stakeholder decision-making process. While B2C purchases are typically made by just one […]
What is a lead generation funnel
What is a lead generation funnel The lead generation funnel (also known as the sales funnel or marketing funnel) is a concept used in the field of marketing and sales to describe the process that a prospect follows from being a stranger to becoming a qualified prospect for a business. Precisely, lead funnels allow you […]
What is a CRM: the technology that changed sales
What is a CRM: the technology that changed sales It is a very common acronym among those of us who work in marketing and sales, but it never hurts to explain precisely what a CRM is, what it means and why it is a technology that has changed the ways of selling products and services. […]
What is cross-selling and how does ABM enhance it
What is cross-selling and how does ABM enhance it If you are researching the best ways to generate more revenue by deepening your customer relationship, you should add cross-selling to your road map. It is a very effective strategy to scale your billing while improving lifetime value and customer retention. Defining what cross-selling is can […]
What is upselling: the art of expanding your accounts
What is upselling: the art of expanding your accounts You have made an effort and you have your client. You have achieved it and have been able to make at least one sale. But, quickly, what was the first goal becomes just a first step because there is more opportunity to take advantage of. What […]
Sales cadence: what it is and why a key strategy for growth
Sales cadence: what it is and why a key strategy for growth Intuition is not a good advisor when defining an effective marketing strategy. To take a business to another level and scale billing, we need to move away from any type of improvisation and overlapping roles to focus on each of the steps that […]
What is outbound prospecting and how it differs from inbound marketing
What is outbound prospecting and how it differs from inbound marketing The market is increasingly competitive and, both in marketing and B2B sales, we all need to optimize our strategies to attract more potential customers and increase our income. We want to take our business to another level and scale our turnover, and that is […]
BDR vs SDR: What’s the difference?
BDR vs SDR: What's the difference? It is common that, in small companies or startups, employees or even managers play many roles. Positions and responsibilities overlap and there is usually no rest to differentiate the tasks and to focus on what each one specializes in and solves best. But it is a reality that has […]
Predictable Revenue: the keys to Aaron Ross
Predictable Revenue: the keys to Aaron Ross If you want to build a “sales machine”, you must make your business generate constant and predictable income. There can be no guesswork or last minute actions. The key is to design and implement a framework that generates consistency year after year, in a formulated, repeatable and scalable […]