I use the term ‘ego-posting’ to describe the behaviour of many companies in their communication. They communicate on their company website, their other presences and in their outbound activities only from the ego perspective (= ego posting). The term is derived from...

When I talk about the ‘Green Banana Effect®’ in my consultations or seminars, I often get the following, justified objection from sales: ‘But how do we know that the banana or lead is not already ready for sales when it is generated? The lead could already be ripe and...

If you have generated a new lead or reactivated existing customers, you could transfer the contact directly to your sales department without further development and qualification. However, it is very likely that in this case your sales department will not sing a song...

The ‘Land - Expand - Explode’ strategy could also be described as a ‘foot in the door’ strategy. It supports the approach of first achieving the initial deal quickly and reliably and then penetrating the customer company further with repeat purchases, cross-selling...

Are marketing and sales two parts of ONE team? - ‘You must be 11 friends’ Why is collaboration between marketing and sales such a big challenge in almost all companies? Don't they actually have the same goal, which they (should) pursue or support with different means?...

My claim ‘from cold to close®’ describes the development of a lead (#LeadEvolution) over several stages from the ‘raw lead’ (‘Cold’) via the status MQL (marketing qualified lead) to the status ‘customer’ (‘Close’). The ‘Close’ stands for close, i.e. one has...