SMBs tend not to market where their clients are.

They either make assumptions about what their audience does, or they mistake themselves for their audience.

In this episode, Paul and Fab talk about:

The words we use to describe the people sales and marketing speak and engage with everyday dehumanize those we seek out. Not all software is flexible enough to accommodate a change in vocabulary. Still, it's time for you to scratch words like Suspect, Prospect, Lead, MQL and Opportunity from your sales and marketing vocabulary.

In this short episode, we talk about:

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At some point, Marketing needs to transfer their leads over to the Sales Team. How much information needs to be collected before they're sent over? How much is too much? Do salespeople actually care about all the collected data?

In this episode, we discuss what information Salespeople need when they get a new lead from Marketing.

Specifically, we talk about:

Nurturing new leads that engage with your content helps your sales team speak with those who are most ready to buy. But lead nurturing isn't for everyone. If you don't generate enough leads, you don't need to nurture them. Think of a different approach instead: post-sales conversation nurturing for example.

If you do generate enough leads, think about whether you should set-up sequences to increase lead scores or encourage leads to speak with a salesperson.

The possibilities are endless - don't copy/paste whatever you find online. Think about what your business needs.

In this episode, Paul and Fab talk about:

Fab had a major epiphany! 

He's a marketing person. The core of his career is email and social media, and he came to realize that...

Cold calls > Cold emails

Why Cold Calling Is Important?

Live conversation encourage action. Emails aren't a conversational tool. LinkedIn Messages either. You send, you wait. When things slow down, it's easier for them to breakdown.

Specifically in this episode, we talk about:

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In this episode, Paul and Fab talk about empathy and how it affects the relationship with leads and clients, both on the sales and the marketing side.

Specifically:

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In this episode, Fab tries to cold call a VP on the air. We also talk about gatekeepers, emails and their role when prospecting.

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CRMs! Wrong or incomplete data in the CRM impacts every facet of the business. It affects your ability to reach out to leads, nurture them, target them with ads. It also influences revenue prediction and pipeline analysis. Above all, CRM is a tool to help your salespeople. If salespeople aren't using the CRM, it's usually a sign that something else is wrong.

In this episode we cover:

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The elevator pitch is your opening statement. When you meet someone, and you want to tell them what you do, but you want to have it resonate with them - that's what we call the elevator pitch. 

In this episode, we talk about: