3 Solid Steps for Defining Your Sales Process

There are three major steps for defining your sales process. First, there’s the type of contact. Second, there’s the milestones reached. Finally, there are helpful tools you can use to improve the sales process and optimize the sales cycle.

Type Of Contact

There are many types of contacts out there.

The Suspect
The suspect is a person’s name only. This is not really a hot prospect but rather someone who might be interested in listening to what you have to offer if they don’t have anything better to do. They might be interested in your product or service, but you’ve no idea and they’ve expressed no interest, so it’s anyone’s guess.

The Prospect
A prospect is a suspect that has engaged with you in one way or another. You might have handed them a business card. They might have called in about information about your service. Maybe you took them out to lunch, or maybe they know you through a friend or associate. At this stage, your job is to qualify them to see if it makes sense to do business with them.

The Lead
The lead is when a prospect becomes an actual lead – someone you could sell to. There’s a definite need there, but he or she hasn’t made a commitment yet for whatever reason. Maybe the person doesn’t have the money right now, or they have to wait until the spring or fall for additional funds to clear up.

The Customer
A customer is someone who has already bought something from you.

Milestones In The Sales Process

Milestones are stages in the sales process that are significant.

Engage
This is where you reach out to them and send them information about your company, your product or service, and your personal contact information. Provide them something of value during this stage so that you can qualify them.

Qualify
Qualification is nothing more than figuring out whether this person is a high-probability sale. A high-probability sale is one that won’t require too much effort to close and the person has the money, the interest, and the need for your product or service.

Assess
Assess whether you can really meet the person’s objectives and needs. Make sure you understand the key factors driving their decision. Are you speaking with the decision-maker? Do they really understand your value proposition, and are they looking at the competition and, if so, who?

Propose
Make a proposal. This is your offer for a sale. It includes quotes, and a formal offer to sell.

Close

If you’ve qualified the prospect properly, you shouldn’t have too much work to do in the close. Leads naturally want to buy from you when they have an immediate interest, and the money, to buy what you’re selling.

Helpful Tools

Some of the most helpful tools that will make your job easier include sales lead management tools, like this mortgage software. Basically, you want tools that will help you capture leads, followup with them, remind you to contact them, and store precious information about where the lead is in the sales cycle.

You also want your tools to simplify, rather than complicate, your life. Use that as the standard by which you judge them. Some tools won’t be worth the money, even when they cost thousands of dollars. Sometimes, free tools are your most valuable lead management asset.

The post 3 Solid Steps for Defining Your Sales Process appeared first on Small Business Can.

Funding for Startups – 4 Options Having an Impact in 2015

Let’s take a look at funding for Startups with 4 alternative options in 2015. Keeping any business competitive is a challenge for anyone involved at the sharp end of managerial strategy and financing will always play a key part in decision making processes that really matter in that context.

In fact, without working capital and ready access to cash, it is easy for financial constraints to squeeze the life out of even very viable and vibrant businesses. But with mainstream lenders broadly reluctant or unwilling to provide credit to enterprises at present, new alternatives are increasingly being made available in the UK and elsewhere.

Here’s a look at 4 such alternatives that are having a real impact on the way businesses are making their finances work in 2015.

1. Crowdfunding and peer-to-peer finance funding for startups

You may only have heard of crowdfunding in the context of somewhat gimmicky start-up scenarios through platforms such as Kickstarter. But the scope of these processes and peer-to-peer (P2P) financing more generally has radically expanded in recent years.

Indeed, in the scale of loans being accessed through P2P platforms in UK doubled to a value of £1.2 billion in 2014, during which time 90 per cent more borrowers made use of the financing processes involved. Every expectation is that there will continue to be fast-growing interest and a much expanded reliance on P2P funding among enterprises of all sizes over the course of 2015 and beyond.

2. Invoice finance

For businesses facing a potentially very damaging squeeze on their finances, the key focus tends to be squarely on accessing cash quickly and affordably. With traditional loans and other credit facilities notoriously difficult to make use of for SMEs, invoice finance solutions have been emerging as viable and appealing options.

As with P2P services, the processes involved in invoice financing are being streamlined and simplified by new online platforms that make it possible for businesses to quickly turn their unpaid invoices into upfront cash. There are fees and strict terms involved but the popularity of these processes is continuing to grow in 2015 as it has been for the past several years.

3. Growth loans

For ambitious small or medium-sized businesses in any field, growth is usually the essential aim being targeted year-on-year and financing is very often designed primarily to fuel that expansion as much as is possible. So for those companies that succeed in achieving that growth, a lack of finance at crucial moments can be a real source of frustration, which is why growth loans are increasingly playing an important role.

These loans tend only to be available to companies that can demonstrate consistently growing revenues and a solid business case for the future. So not all operators will be able to access finance through growth loans but they are increasingly being turned to by businesses keen to continue an upward operational trajectory.

4. Merchant cash advances

Our final non-bank finance option making an impact in 2015 is merchant cash advances, which won’t be suitable for all types of business but for those that use card terminals can be a real game-changer. The process involves merchants being advanced a lump sum amount by a lender on the basis of turnover likely to be derived through a payment card machine. The simplicity and all-important accessibility of cash advances as a financing solution is helping to make it an increasingly popular option in 2015.

John Baird is a personal finance and insolvency expert from Scotland Debt Solutions. He specialises in advising people on how to manage their money and deal with their personal debt problems.

The post Funding for Startups – 4 Options Having an Impact in 2015 appeared first on Small Business Can.

Fighting in the Workplace

Most readers will be aware of the heavily publicised issue of Jeremy Clarkson’s recent bust-up with the BBC. It this alleged that Clarkson had punched and bloodied the face of an Irish BBC Producer working on the Top Gear show after allegedly not receiving his dinner. While clients may only be interested in this story from an entertainment perspective, there is employment law in the very foundation of this issue, and the BBC will follow procedures and come up against disciplinary issues that most clients will encounter at some point in their business.

Intoxicants at Work

Firstly this issue allegedly arose from Clarkson and his Top Gear co-presenters James May and Richard Hammond, arriving back to work after enjoying drinks at lunch. That alcohol, violent behaviour, high ranking status within the company, and much publicised previous media expose comes into play, the BBC must ensure their reputation is not damaged further by this incident. Returning or arriving to work while under the influence of alcohol is something that every company should take a zero tolerance approach to and each employer should have a specific written policy on intoxicants in the workplace. Regardless of the severity of the incident, or level of affect the alcohol has had on the employee, investigations should always be looked at so as to stamp out any repeats of such behaviour, and show how serious the company views such issues. Whilst dismissal is always a potential with gross misconduct cases, a first and final written warning can be an alternative if mitigating circumstances were to come to light where the employee advises of alcohol issues, as failure to consider such mitigating circumstances would lead to a strong case for unfair dismissal due to equality areas (alcoholism being classed as a disability) coming into play.

Disciplinary Process

That Clarkson is a high ranking employee within the company would mean that like any high level disciplinary issue, the company may find it difficult to find the appropriate investigating officer who has not been involved in the case to date. Therefore, it could be a case that the company go with an external third party investigator to come in and deal with the disciplinary case from start to finish. The benefits of this are that there can be no argument of any biased opinion due to work relationships involved, and that there is no damaging of work relationships after the end of the process due to the investigations which took place. The external investigator(s) can simply come in as unknowns, and leave having fully and impartially investigated the incident and made their decision on the outcome to the company. From their own option, this impartiality would be key in their decision and tabloid coverage as well as misleading information on the case must all be avoided, nor form any part of the investigation itself.

Paid Suspension

One key learning aspect from the Clarkson case is the speed with which the BBC suspended the employee in light of the allegations. As with any case of gross misconduct, the speed of suspension is key. Allowing employees to work on in their roles after a gross misconduct issue has come to light will only significantly weaken the company’s defence that the gross misconduct dismissal was warranted when the employee was allowed to work on for even a short period of time. The argument for this is that the employment trust could not be breached irrevocably if the employee was allowed to work on after the incident.

Witness Statements and Evidence

Witness statements, like any serious incident, will prove key in this case and the validity of witness statements will be closely scrutinised due to the friends and co-workers present at the time. Should there be CCTV footage of the incident the company will have to use this as a key part of their investigation. BBC’s CCTV policy would no doubt outline that CCTV footage can be used as evidence in disciplinary cases and Clarkson would have to be allowed to view this footage prior to any formal disciplinary investigation.

Negative Publicity

Finally the recent media coverage would also suggest that Clarkson will indeed pursue legal action against the company should he be dismissed. This news, along with the onslaught the BBC has received from previous cases of failure to address employee issues correctly, would mean that this case, will put all the more pressure on the company to be procedurally perfect in their approach to this case from an employment law perspective. How much employers can learn from the case will come to light as the case progresses further but at the minute, aside from the publicity and media profiles involved, its employment law roots are no different than any other gross misconduct investigation. This matter is also a prime example of how internal disciplinary matters can result in negative publicity for an employer, particularly if the matter proceeds to a tribunal and a publically available decision is issued.

If you encounter any alleged fighting in the workplace, intoxicant issues, etc. then please seek advice from our 24 Hour Advice Service on 01 855 50 50.

The post Fighting in the Workplace appeared first on Small Business Can.

How to Make Meetings More Productive: 5 Tips to Stimulate Employee Engagement

So, how to make meetings more productive? Is it the sound of chirping crickets? If that’s the case, your meetings may be suffering from a lack of employee engagement. And it’s not entirely the employee’s fault.

According to researchers, many of today’s corporate employees view meetings as time-wasting interruptions that feel a lot like lectures and leave them little room to express their own opinions and ideas. And so they become disengaged, quietly waiting until the meeting ends so they can get back to being productive.

If your last meeting seemed to prompt more shrugged shoulders and glazed expressions than raised arms, try these five tips to stimulate employee engagement at your next meeting.

  1. Change it up

Meetings that are formulaic and predictable are very effective—that is if your goal is to kill employee interest and engagement right off the bat. So lose those tired “this is the way we’ve always done it” habits and start changing things up. If the meeting is always held in the same room, try moving it to another suitable location. If managers and employees always default to the same old seating arrangement, mix things up so that all are encouraged to sit by others they normally wouldn’t. An easy way to do this is to greet people as they arrive at the meeting, hand them a colored slip of paper and ask them to take a seat with a corresponding colored dot affixed to it. Even little changes in the routine can bring new energy into a meeting that can spark higher levels of interest and engagement.

  1. Encourage participation

All too often, rigid adherence to preset agendas leaves little room for employees to express their ideas and opinions during company meetings. Encourage participation from all employees, including those outside the physical office. In this day and age we have great tools like video conferencing that connect people from any location. Wherever the employees are at, engagement will be encouraged with a safe-to-speak atmosphere of open discussion—where all ideas and opinions are considered. Ideally, this atmosphere should be an extension of a healthy corporate culture that already exists within the organization.

  1. Make pre-meeting assignments

Employee engagement comes from empowerment, and that comes from being informed and prepared prior to attending a meeting. Assigning employees or teams (that tend to hang back during meetings) to prepare ideas and potential solutions regarding a specific problem that will be discussed during an upcoming meeting is a smart way to facilitate active participation. To take it a step further, assigning a non-manager employee to run the next meeting could be an effective way to break down barriers between management and employees, resulting in greater participation and engagement during the meeting and better communication and collaboration afterward.

  1. Give positive feedback and recognition

Feeling that efforts and ideas are valued and appreciated is a major driver of employee engagement. And few things generate more interest and engagement during meetings than receiving positive feedback and recognition—in front of their peers—for the thoughts and ideas they share. Organizations struggling to implement effective employee recognition and rewards programs will discover that greater engagement leads to better employee performance—and as a result better employee recognition.

  1. Take quick and positive post-meeting action

As important as recognizing contributions during meetings is, acting on employee ideas and feedback in positive ways after the meeting ends is even more critical. After all, actions show employees better than words ever could that they are being listened to and taken seriously. And the realization that the company respects them is a strong driver of employee participation, contribution and engagement, not just during meetings but also in each and every aspect of their jobs.

All and all, work to set goals and be proactive in changing up your meeting format so everyone can get something out of it.

The post How to Make Meetings More Productive: 5 Tips to Stimulate Employee Engagement appeared first on Small Business Can.

Are You an Entrepreneur? – 10 Telltale Signs

Are You an Entrepreneur? It is thrilling, punishing, exhausting and emotionally draining, yet at the end of the day, starting your business is one of the most rewarding experiences in life. It is no wonder then that 87% of topics tackled in mentorship forums by The Association for Small Business and Entrepreneurship (ASBE) revolve around success in entrepreneurship.

The U.S Small Business Administration (SBA) reports that over 93% of all queries in its mentorship programs also have to do with the rigorous task of making it as an entrepreneur. The picture is no different at the United States Association for Small Business and Entrepreneurship® (USASABE) with startup investors intensively asking for assistance to make it as entrepreneurs.

Is Entrepreneurship Innate or a Trainable Skill?

So, is entrepreneurship a skill that can be taught or is it inherent? Was it special skills that enabled Mark Zuckerberg to see a larger picture for Facemash, the precursor of Facebook, which others in his coterie of friends could not see? In all forums, the late Steve Jobs portrayed confidence that revealed he was born an entrepreneur and these are traits you see in Warren Buffet, Bill Gates and many more successful entrepreneurs.

Reading the Signs that you are an Entrepreneur

Well, various studies have shown there are telltale signs you can use to gauge your probability of success as an entrepreneur. Indeed, maverick contemporary entrepreneurs from Virgin’s Richard Branson to Dallas Mavericks owner Mark Cuban show similar traits.

Studies by myriad varied organizations including Harvard School of Business, Gallup and Minority Business Development Agency (MBDA), Entrepreneurs’ Organization (EO) and Young Entrepreneur Council (YEC), among other bodies, attest to existence of such traits.

Here are some highlights of these signs which can set you on a path of confidence towards business success:

  1. Persistent Restlessness

The saying that you should never sit on your laurels applies aptly for any credible entrepreneur. If you are a go-getter, who achieves one goal and immediately starts hustling for another challenge, you have what it takes to succeed as an entrepreneur.

  1. Family Lineage of Self-employment

It might seem like splitting hairs when you say most successful entrepreneurs come from families with a heritage of self-employment, but the numbers prove it. A study by the world renowned Stockholm School of Economics in 2010 showed that 49.5% of nascent entrepreneurs had self-employed parents compared to 37.3% in the control group. A clue here; Bill Gates is the son of William H. Gates, a business magnate. Need you doubt further?

  1. Your Passion is Inborn

If you are a go-getter, who lets nothing come between a project and its objectives to be achieved, then you can ace it as an entrepreneur in today’s increasingly tough business environment. Failure never affects a born entrepreneur because their passion is inborn.

  1. You are a Gadfly

When Socrates was forced to drink hemlock and die, the poignant statement the revered scholar made still applies in modern life. The Greek teacher said he was a gadfly who’d keep pestering the horse, which in this case represented the state.

In business, a born entrepreneur is never satisfied with the status quo and wants to know more. Just look at Richard Branson’s Virgin Galactic Program to take ordinary people to space, or successful Movie producer James Cameron’s DEEP SEA CHALLENGER voyage to the remotest part of the earth – Mariana Trench – to appreciate this sign.

  1. Self-confidence is Your Nature

When Mark Zuckerberg bought WhatsApp for $19 billion, every pundit thought money was making the young Billionaire go bonkers. However, Zuckerberg was adamant and the buy went through. Today, WhatsApp is not only the most popular App in the world; Facebook has been able to monetize the messaging platform. Such self-confidence is only evident in natural entrepreneurs.

  1. You are a Control Freak

On paper, this might seem like a negative quality until you get into the intricate business world where myriad aspects of your business determine your success. Your success depends on how much control you are willing to yield.

As an entrepreneur, you need to have a feel of every aspect of your business, and while this can be detrimental, it is a trait seen in some of the most successful entrepreneurs including the late Steve Jobs, Shark Tank’s Kevin O’Leary and Bill Gates, among others.

  1. You are Independent Minded

If you have always had a problem with authority, then it is highly likely that you cannot tolerate being employed.  It is a trait seen in Bill Gates, Steve Jobs and Mark Zuckerbereg, among other billionaires, who dropped out of college as they were uncomfortable with being confined in terms of thinking and application of their genius.

  1. You have a Magnet Effect

While successful entrepreneurs may look aloof, you will be surprised to learn they are really amiable if you have similar interests. They have an effect of pulling like-minded individuals towards them and unusual, albeit profitable, partnerships are born from such character.

  1. Risk Taking

The music industry is one of the most perilous and if an artist makes the wrong choice in terms of a recording label, then they are done for.

Well, the most prolific entrepreneurs in this industry, including billionaires Shawn Carter (Jay Z), who is worth over $520 million, Andre Romelle Young (Dr. Dre), who is worth $550 million, and Sean Combs (P. Diddy) worth over $700 million, have proven that risking is natural to born entrepreneurs. All these music moguls made career suicidal record label moves, but today they are the kingpins.

  1. You are a Doer

One of the most glaring misconceptions about contemporary successful entrepreneurs is that they depend entirely on their skilled staff for ideas and implementation. If this is what you thought then you are wrong.

Facebook’s Zuckerberg is a hands-on project freak, Virgin Group’s Richard Branson is always on the ground even when problems occur, Warren Buffet is always talking and working numbers and Dr. Dre is still producing hits at 50 years. Mind you, these are just a few of the entrepreneurs you can cite in terms of breaking their backs for success.

Well, they say there is no secret to entrepreneurship success, but looking at these 10 traits vis-à-vis the Forbes Top 100 Entrepreneurs, it is obvious there is a correlation. Luckily, you can always surprise everyone by joining this league without these traits. After all, this entire list does not forestall your entrepreneurial success.

Author Bio

Charlie Brown is a web developer and UI/UX specialist at BigDropInc.com. He works at a design, branding and marketing firm, having founded the same firm 5 years ago. He likes to share knowledge and points of view with other developers and consumers on platforms.

The post Are You an Entrepreneur? – 10 Telltale Signs appeared first on Small Business Can.

10 Killer B2B Lead Generation Tips

In the first part of this two-part series, I described some of the key challenges facing those in tech tasked with generating B2B leads. This article outlines some ideas to consider to help generate leads for your business. Read Part One, ‘Generating Leads In An Increasingly Difficult Environment‘. Read on for our 10 Killer B2B lead generation tips.

1. Nail The Product

Before you start, don’t ‘pass go’ unless your core offering is beautifully designed, easy to use, solves a real pain and offers significant value to a particular user group.

Today’s buyer is very sophisticated with high expectations as to the utility they require. Most undertake significant research online before engaging and will want the best solution for their needs. If your solution requires user training, or the need to read a training manual before starting, you need to talk to product development again. For the vast majority of applications the modern user simply does not have time to be trained on your solution (I am talking about general business/productivity apps here). This point is simply not negotiable.

Think Nest, Transferwise, Uber, Dropbox, Xero, and Workable.

2. Build A Personal Social Profile

Having an active LinkedIn and Twitter profile is vital for B2B lead generation. Take Twitter. Most people simply do not ‘get it’, using it largely as a broadcast mechanism, and bemoaning its inefficacy without realising how powerful it can be.

Build a personal Twitter account, follow those you can help and engage with them. Most Twitter users simply do not engage with business accounts (despite Twitter’s best efforts) but do engage with real people.

Publishing compelling content via LinkedIn Pulse can also get your name and offering in front of your target market (particularly when published in relevant LinkedIn groups). This content can be repurposed and republished elsewhere. Again the trick here is to engage and participate rather than just push content as a broadcaster. People buy from people, and personal accounts are a lot more effective than business accounts.

“Big companies understand the importance of brands. Today, in the Age of the Individual, you have to be your own brand”. (Tom Peters)

Think The Brand Called You (Tom Peters).

3. Test A Small Direct Mail Campaign

Personalised letters targeting a small segment can be very effective. I am not talking about an automatic printed label mass mail exercise here. Hand-written envelopes, plus tailored content that demonstrates a clear understanding of the prospect’s pain, can be very well received. Follow up with an email a few days later to try and secure a call or meeting. Targeting prospects in London? Why not include a £10 Starbucks card? While it pushes the cost of acquisition (CAC) up slightly, it is likely to help ensure your follow up receives a positive reaction. And assuming your Lifetime Value (LTV) exceeds the associated costs by some margin it is a valuable technique to test.

Think Personalisation.

4. Invest In Modern Low-Cost SaaS Tools

There are an increasing number of tools available that help source and manage leads through a sales funnel. These range from tools like Rapportive (a Chrome plug-in that sucks in details of people you are emailing including LinkedIn connections and Twitter handles) through to Mailtester (which is a great tool to use to guess someone’s email address). The range of CRM applications available for every budget continues to grow at pace, and newsletter applications like MailChimp and SensorPro offer a range of functionality as well as APIs into most CRM systems.

If you are driving traffic to a bespoke landing page, tools like Unbounce and CrazyEgg can help optimize conversions. Finally, a useful hack when assessing competitors is to take a look at their technology stack using Built With. The ‘analytics and tracking’ section is particularly interesting in terms of identifying what apps they are using to support their marketing efforts.

Be the ‘early adopter’ you want your targets to be.

5. Create Remarkable Content (Inbound Marketing)

Modern B2B marketing techniques rely heavily on the creation of remarkable content. The word remarkable is the key here. It is all too easy to produce low-brow content of little educational value (I hope the fact you are still reading at this point indicates some appreciation of remarkability). Remarkable content is content good enough that you want to share it.

The most effective content strategies start with a clear understanding of the customer and their needs (particularly the jobs they are looking to accomplish). It is designed to inform, amuse and educate, with the latter being particularly prevalent amongst B2B companies.

How do you know if your content is hitting the spot?

Measuring page views is a poor proxy. Depending on the platform used, the following represent better indicators: likes, comments left, click-throughs, retweet’s, time spent on page etc

Once the content has been published, the hard work starts as it is important to have a strategy in place to ‘get the message out’ using a range of channels (paid, owned and earned).

Think ‘Content Amplification’.

6. Capture Emails At Every Opportunity

Emails are the lifeblood of any B2B lead generation campaign. Not only do they enable you to push content directly to users, but you can schedule drip campaigns to help keep you ‘front of mind’. Email capture starts at the website with applications like Hello bars, scroll-triggered boxes and landing pages offering something of value (often white papers) in return for email addresses. The key to using these emails is to use them to provide value rather than to sell. You want to avoid a ‘one click unsubscribe’ scenario at all costs (where the newsletter recipients unsubscribes because it does not offer value).

Think Hubspot, Quicksprout and Moz.com.

7. Test A Referral Scheme

Assuming you have nailed the product as described above, and have evidence that your solution is offering real value i.e. you are gaining traction, have an improving cash flow and a Net Promoter Score (NPS) of 9 or 10, you should look to encourage existing users to promote to peers by incentivising them to share.

Again it is a case of considering what is likely to work well for your own industry. Applications like Friendbuy can help you set up and run the scheme at low cost. Referral schemes are particularly important with marketplaces, and it is important that the incentive is strong enough to ensure virality. Dropbox offering extra storage to both parties for additional users you signed up represents the classic best practice case study in this area.

Think Transferwise and Dropbox.

8. Engage With Influencers

Getting on the radar of ‘influencers’ helps amplify your message and brand. Identifying the key influencers in your space is a critical first step and the approach will vary from sector to sector. Some will be active on social media and follower count and engagement level on Twitter will give a sense as to their influence (the likes of Klout, PeerIndex and Kred help assess influence). Others will publish interesting blogs (you can use Feedly as an RSS manager to track new content), while more still will be prominent on LinkedIn.

Engaging with these influencers by amplifying their messages (RT tweets), commenting on their blog posts, or offering them high-quality guest posts will help get you on their radar. The next phase is to move the relationship offline – meeting them in person so you can get a clearer sense of their needs and how your solution meets them. If your budget allows, and the LTV of your offering is significant, exploring tools like InsightPool’s social engagement automation tool will help you target key influencers at scale via a sustained campaign.

Think Engagement.

9. Optimize Attendance At Industry Events

Attending industry events represent a great opportunity to build upon your online activity. However, it is not a case of simply showing up on the day as increasing numbers of events offer mixed results to exhibitors as the costs can quickly mount and it is very important to ensure you are being strategic when attending them. Leading US VC Mark Suster offers some good insight into some of the things you should think about before attending including pre-event planning and post-event networking.

Some events also provide ‘opt-in’ delegate lists which can be marketed to, and others offer speaking slots, as well as the opportunity to market to delegates via packs.

Think Event Plan.

10. Keep Abreast Of The Latest Developments

In an ever-changing landscape, increasing numbers of inside sales and fields sales staff seeking to generate demand are testing new avenues. They read compelling blog posts from the likes of Gerry Moran (Marketing Think) Hiten Shah (Hubspot), Neil Patel (QuickSprout) and even Rand Fishkin (Moz.com), outlining the latest techniques to use to generate inbound leads. As ever, the key lies in the execution. Those who marry a mix of different best of breed approaches, measuring, testing, learning and tweaking as they go, will prosper. Those not keeping up with the latest tricks will quickly get left behind.

Think Pocket.

About Alan Gleeson

Alan Gleeson is a digital marketing strategist based in London. Follow Alan on Twitter: @alangleeson

This article originally appeared here.

The post 10 Killer B2B Lead Generation Tips appeared first on Small Business Can.