"The 90-Day Prospecting Accelerator seems like a lot of work, and I’m already busy. How much time would I need to devote?"

This is an important question.

Every professional is spinning multiple plates. The more responsibility, the more plates. 

When we get overwhelmed, prospecting is almost alway...

A salesperson decided they needed some new leads. They heard about a networking meeting going on at a local chamber of commerce event and rushed over to the meeting with a box of business cards and a ream of brochures.

Upon arriving, they entered the networking area and saw lots of people chatting. A...

As you build your network on LinkedIn, you also need to engage with your connections and book meetings to get acquainted and find out if they're a qualified lead.

When you do this, remember to put yourself in your prospect's shoes. They're not ready to buy from you yet...they don't even know you.

B2B buying is a team sport. Depending on the size and complexity of your offering, you probably have anywhere from 3-10 stakeholders involved in the decision process for any sales opportunity. 

Studies have shown that if you connect on LinkedIn with at least 6 stakeholders in a particular deal, you...

When you're prospecting for new leads on LinkedIn, it's crucial to optimize your profile to engage your prospective buyers. Make your personal value proposition clear to your target leads. Show them how they can benefit from getting to know YOU.

You're not selling your product here, you're selling ...

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...