Crunched Blog

This post originally appeared on Forbes on July 27th, 2012 written by Ken Krogue This year’s annual study of lead response behavior conducted by InsideSales.com on 696 companies with online lead forms revealed that sales reps were, on average, attempting their first call to a newly submitted web lead after 39 hours had passed.  This second-day contact strategy… Read More

Topics: Crunched, Forbes, leads, marketing, prospecting, sales

This is a Guest Blog Post by Jeffrey Gitomer The gatekeeper is the only person in a company who’s job it is to turn you away, interrogate you, and tell you why you can’t rather than how you can. (with the possible exception of the accounting department, but that’s another day’s story). What the gatekeeper needs… Read More

Topics: cold calling, Crunched, gatekeeper, Jeffrey Gitomer, prospecting, sales

This post originally appeared on HBR Blog on July 25th, 2012 written by Steve W. Martin Salespeople know they need a constant, accurate source of information that reveals the internal machinations of a potential customer’s selection process. These “coaches” are individuals who provide accurate information about the sales cycle and competition. Salespeople sometimes believe they have a coach… Read More

Topics: coaches, Crunched, HBR, sales

This post originally appeared on SEOMoz Blog on July 25th, 2012 written by James Agate You’ve probably seen the extremely comprehensive noob guide to online marketing by Oli Gardner, or the companion noob guide to link building from Mike King, you’ve also likely seen one of the many posts or presentations on SEO for startups (here, here and here) – suffice to say there is… Read More

Topics: Crunched, link building, marketing, SEO, SEOMoz, strategy

This post originally appeared on HubSpot Blog on July 26th, 2012 written by Corey Eridon We talk a lot about the importance of creating lead generation content, and we often cite ebooks as one of those awesome lead generators. In fact, we invest a lot of manpower into our own ebooks – we’ve hired someone whose entire job is to write ebook content, and… Read More

Topics: Crunched, ebook, HubSpot, marketing, Powerpoint, SalesCrunch ebook HubSpot marketing PowerPoint

This post originally appeared on Copyblogger on July 25th, 2012 written by Sonia Simone We talk a lot about your self-hosted website as a cornerstone business asset. You own it, you control it, and over time, if you take care of it, it becomes more and more valuable. Your permission-based email list is an asset as well. You don’t control it to… Read More

Topics: audience, business, Copyblogger, Crunched, customer, sales

This post originally appeared on HBR Blog on July 23rd, 2012 written by Joseph Folkman You can’t make every worker happy, surely, and should a business even try? Evidence from our recent research suggests, actually, that the answer is yes. Or rather, our evidence shows that managers are giving up far too soon on their disgruntled employees, making… Read More

Topics: Crunched, employees, HBR, management, sales

This post originally appeared on HBR Blog on July 23rd, 2012 written by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose? Many will argue for the… Read More

Topics: Crunched, HBR, management, manager, salepeople, sales

This post originally appeared on KunoCreative Blog on July 25th, 2012 written by John McTigue We are currently working with several lean manufacturing companies, and we are inspired to learn about how they became “lean” in order to transform our own business practices. You don’t often hear about “lean marketing agencies.” In fact, the traditional Mad Men type of marketing… Read More

Topics: Crunched, Inbound Marketing, Inbound Marketing Agency

A big thank you for all who attended SalesCrunch’s Online Class ”How to Stay Relevant with Great Leads Who Aren’t Ready to Buy Yet,” hosted by Tony Cappaert  of Contactually. Below is Part 3 of the online class. In this class, you’ll learn: The 5 step framework to stay relevant with top leads 2 new tools to automatically… Read More

Topics: best practices, Crunched, lead generation, online class, online meeting, sales, Tony Cappaert, webinar