On the Heels of GDPR, Here Comes the CCPA. Are You Ready?

As the United States struggles to update its national privacy laws, California is taking a big step in this direction in January 2020. The California Consumer Privacy Act (CCPA) goes into effect January 1st and aims to improve privacy rights and consumer protections for residents of California. Are you ready?

5 Ways to Get More High-Quality Leads and Improve Sales

They say hindsight is 20/20 and while it may be helpful to look back at 2019, it’s more productive to plan ahead. Now is a great time to create a marketing program for 2020 that will improve the quality of your leads, increase conversions and grow sales revenue.

Your Prospect Wants to Buy. Why You Should Hit the Brakes.

This guest post from Leslie Ye, Senior Executive Communications Strategist at HubSpot, contends that not every sale is a good sale. There are times when it’s best to hit the brakes before sealing the deal and assess whether this customer is right for your offering and able to implement it for maximum value.

The Most Useful Segmentation Method Every B2B Marketer Needs to Know

Highly effective B2B customer segmentation goes beyond buyer personas and firmographics. By using today’s intelligent value selling tools, successful marketers are realizing profound, actionable insights to more fully inform their segmentation initiatives.

7 Value Pricing Steps to Help You Increase Profit

I’ve heard it all when it comes to pricing strategies. Clients say they use a premium pricing strategy, or penetration pricing, or (pick your own) pricing strategy. But really... what is the one and only goal of pricing when you want to make a profit?

How Grassroots Strategy will Boost Profitable Growth

To effectively sell based on value, you need to first grasp the value your offering creates. That is where Grassroots Strategy comes in. Jeff Bennett and I recently published Grassroots Strategy: Cultivating B2B Growth from the Ground Up to share what we’ve learned about building marketing strategies around customer needs and proper pricing strategies.

Show More than Energy Savings to Promote Energy Efficiency

Small and medium-sized businesses (SMB) often incur significant energy costs, but lag behind their larger counterparts in adopting energy efficiency (EE) measures. According to the New York State Energy Research and Development Agency (NYSERDA), there are two primary barriers to adoption that solution providers must address.

How to Tell if a Sales Rep Will Make a Successful Sales Manager

This guest post from Andrew Quinn, VP at Hubspot, offers practical considerations for building a high-performing sales leadership team by promoting top sales reps. The key takeaway is to remember that not all rock star performers will be terrific sales leaders.

Five Surefire Ways to Delay the Sale

If you are like the vast majority of businesses, you strive to shorten your sales-cycle and accelerate closing the deal. On the other hand, some businesses are blessed with such a smooth sales process that they need to slow things down.

Use Value Selling to Get a Seat on the Same Side of the Table

Marketers and sellers need to know how much their offering is worth to customers. This knowledge helps acquire qualified leads and close more deals. Unsurprisingly, buyers want the same information and need to know how much your offering can lower costs and grow revenue.