Mike Ciccolella

Direct Mail is Back from the Dead

Direct mail can break through the digital overload, which your target contacts experience daily. Results, however, will depend on how you execute your campaigns! Over the years I have witnessed many demand generation marketers, lead generation reps, and sales reps wasting time and money sending...

Ten Ways Salespeople Can Crush Social Selling

Social selling techniques and activities will help you drastically improve and warm up connections, emails, LinkedIn InMails, Twitter DMs, videos, and phone calls. Try these 10 strategies and see your results improve: 1. Build your personal brand and optimize your digital profiles on major social...

10 Reasons Why a B2B Lead Generation Department Should Report to Marketing and Not...

Throughout my career I’ve seen and have had a lot of real world experience with Lead Generation Departments (Market Development, Account Development, and Business Development Departments) that have reported to Sales, to Marketing, and wildly…to both at the same time. As a consultant I regularly...

7 Tips for More Effective B2B Demand Generation, Lead Generation, Marketing & Sales

Image Credit: Number 9 Creative 1. Today for a business to survive and thrive, marketing departments must have a documented content marketing plan. “NO plan” equates to inconsistency and poor inbound marketing results. 2. It’s vital to create and distribute a variety of compelling content…

What percentage of total B2B sales opportunities should be qualified?

Image Credit: Number 9 Creative This reflection comes from a thoughtful comment and question on one of my earlier posts titled Sales Pipeline Stages & Probability Percentages. Question: "Great information. What is your opinion about what percentage of your total opportunities should be Qualified, etc.…

Sales Pipeline Stages & Probability Percentages

I've been involved in dozens of companies' (most technology & SaaS) sales opportunity pipeline stages over the years. To drive accurate forecast reports for Executive Management and The Board of Directors, my recommendation is to keep the sales stages simple and easy to understand...

Sales & Marketing Alignment from an Insider

Yes - lead definition, digital scoring, marketing automation, qualification, recycling, service level agreements, closed-loop reporting, and dashboards foster sales and marketing alignment… to a point. Do you want to know how to take alignment to the next level? With either dedicated in-house, or outsourced lead...

Bad to Great Databases & Lead Generation Marketing

High quality data is half the battle to successful lead generation marketing Best case as an organization, you run multi-channel lead generation marketing campaigns to utilize your valuable data. To do so effectively, you should have a formal, internally published data entry policy and a...

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