When you're thinking about your 2023 sales goals, you're probably considering which methods are most likely to generate qualified leads. Inbound has declined in effectiveness over the past few years, so a lot of firms are resorting to cold calling to make their numbers. 

Cold Calling Has a Low ROI

It's a new year, and hopefully, it will be a better one, with business picking up for firms that saw setbacks in 2020. 

As we all work on setting our sales goals for the year, we need to evaluate what strategies are most likely to generate the leads we'll need. Unfortunately, for a lot of small and...

When I started PropelGrowth in 2007, I was able to leverage a network and reputation I had built in financial services over the past 10 years with my two prior startups. I also published thought leadership content in industry publications every few months. My network and that content brought in enou...

Studies show that 74% of B2B technology deals go to the seller who brings the most buyer insight and helps form the buying vision. You can only achieve this with in-depth buyer research.

Buying ERP is a Complex Process

The process for buying an ERP platform is complex. Buyers need to know ...

A niche strategy can have a dramatic impact on the growth of your ERP/CRM practice.

Every week, I talk with ERP/CRM partners about the need to focus on a niche.

Any small business will benefit from targeting niches, and this is especially true for partners. But most of partners worry that...

Creating targeted content for a specific audience makes a huge difference in marketing results.

Last week, an Acumatica partner asked me why they’re not attracting Acumatica leads. They hired a marketing agency to write weekly blog posts and promote them via social media. But the traffic to t...

ERP VARs – marketing needs to be an ongoing investment. Build your brand, create content and your unique voice to ERP content. Set up your campaigns, and be patient. It takes time to build momentum.

This is the last article in our series about how to leapfrog your competition. My first article...

ERP VARs – if you’re going to grow your business, you have to focus branding your business, not branding the vendor's product.

Our last three articles about leapfrogging the competition talked about developing your go-to-market strategy and your niche. We also discussed the need to stop selling acc...

In my last article, I talked about the importance of a niche focus. This is crucial to your success. You select your target niche based on your own business experience.

Deploying a new ERP platform creates a huge risk for a company. Rollout failures are common, and they’re often at least parti...

My last article for ERP VARs about leapfrogging your competition showed you how to figure out your unique value proposition. It is based on your unique business strategy, your ideal customer profile, your revenue strategy and the skills of your team. Now let’s talk about how to maximize your value a...

ERP VARs - if you develop a solid go-to-market strategy, you can leapfrog your competition and speed up the growth and profitability of your business.

As an ERP reseller, you have hundreds of competitors all selling similar products. The competition is fierce. With so many VARs (value added re...

Small business is often touted as the primary engine of job creation. But in reality, it’s not startups that contribute to stable jobs. It’s companies that reach the mid-market level of $10-50M in revenue. However, only 0.4% of businesses in the US ever reach that stage. Millions of firms get stuc...