Bret Rachlin

Do You Have a Lead Guide?

Have you ever gone on a hike and lost your way? The best way to avoid getting lost is to have a guide. A guide could be a simple map or it may include a person who’s intimately familiar with the territory. The same is true when you align your marketing and sales teams around a lead management program. If marketing and sales get lost, it becomes quite scary for everyone.

Do You Have a Lead Guide? Read More »

My Name is Marketing, and I’ll Be Your Server

When you dine at restaurants, good servers will converse with you to learn more about your tastes so they can recommend dishes that appeal to you. Unless you are a regular customer, it’s unlikely that they know enough about what you like to provide you with a tailored recommendation. Fortunately, B2B marketing and sales representatives don’t have this problem.

My Name is Marketing, and I’ll Be Your Server Read More »

Overcoming Sales Obstacles

Sales development representatives (SDRs) face challenges every day to connect with prospects and convince them to take some type of action. Actions can include viewing a product demonstration, scheduling a future conversation or agreeing to subscribe to an email newsletter. Measured by generating meaningful interactions and moving prospects through the buying cycle to create sales

Overcoming Sales Obstacles Read More »