Blogs

October 4, 2018
What’s Your ROMI?
In 2009, an Israeli data analytics company placed cameras above a professional basketball court. They measured and observed the movements of every player for a season and analyzed the results. They realized the game was being played incorrectly and inefficiently considering the addition of the three-point rule: it was more efficient for any team to take more three-point attempts than try to take the ball to the net. The first team to embrace those analytics was the Dallas Mavericks...and they won the championship the same year.

August 16, 2018
The CEO & the CRM

By Aaron Ayer – CEO The Hunley Group – Partner of Mayfield Consulting

A Customer Relationship Management (CRM) system is a necessary and exciting sales productivity tool for any CEO. It is a leading indicator of how your business will perform: you can see selling activity, which leads to pipeline growth, which leads to better sales forecasting, which leads to actual sales. But all too often, this big-ticket software purchase becomes a source of friction between you and your go-to-market team: adoption is low, the data is incomplete, and several sales reps steadfastly refuse to use it. CRM photo

June 12, 2018
OKAY, I’ll Tweet. WHAT do I Tweet?
Recently, we talked about why it’s a good idea to start your B2B Twitter account even if prospecting for customers on Twitter is still in its infancy. The good news is, even if you don’t find customers ON Twitter, you might find them BECAUSE you’re on Twitter.

May 11, 2018
Do I HAVE to Tweet? I’m in B2B
Frequently my clients ask this question and I understand their hesitation. Tweeting feels like an episode of cyber schizophrenia: when you tweet and nothing comes back, you start to wonder if your audience is perhaps an imaginary friend. The platform is confusing as well: fast moving, rudimentary in options, lacking sufficient security, and simultaneously rife with trolls, negligible intellects, and bots. With all these frustrations, costs, and risks, while conversely brand awareness for B2B on social media is still in its infancy, why be on Twitter at all?

April 18, 2018
Utilizing Glassdoor Can Strengthen Your Company Culture
Adopting Glassdoor as part of your company’s social media strategy can not only boost your recruitment efforts, but help with SEO, boost company pride, and raise management awareness at the same time. A pro-active strategy may even produce some pleasantly surprising, unanticipated results.

March 15, 2018
Successful Thought Leadership
As discussed in Why, What, How on Thought Leadership, getting a first thought leadership article published can be something of a challenge. Moreover, it’s only half the battle: you have to engage in shameless self-promotion once you publish it if you want to gain followers. You cannot rely purely on the media journal to do that job for you.

February 14, 2018
The Why, What & How on Thought Leadership
In marketing, Thought Leadership has emerged as one of the quintessential pillars of a sound content marketing strategy.

April 12, 2017
Viral Video
If a picture is worth a thousand words, a video is worth a billion.

October 25, 2016
Spelunking for Sales
When you’re contemplating annual revenue, it’s easy to remember your prospects, they’re at the forefront of your mind. But have you considered your existing customer base? Statistically speaking, this is the most likely revenue stream your sales department will overlook.

September 27, 2016
Best in Show
Company awards like The Inc. List, Entrepreneur of the Year, Best Places to Work, Fast 50 can help with visibility, credibility with prospects and boost your profile online. And who doesn’t like to win? But the process of applying can be daunting: there are so many awards, the applications are long, many of the questions don’t apply to you, and most frustrating of all, you’ve invested the time and resources to apply in the past to no avail.