Jeff Kalter
What Does ISO 27001 Mean for Your Data Management and Security?
In 2021, the average cost of a data breach will be $4.24 million. That’s enough to destroy most businesses. And according to IBM and the Ponemon Institute, both the cost and frequency of cyberattacks are increasing every year. What are you doing to protect your...
How B2B Companies Can Get More Out of the Holiday Season
Maybe not this past year, but we traditionally think of the holiday season as a consumer retailer's dream come true. But what about the B2B companies? While it may take a bit more work, this can be a most rewarding time of year for your...
Is Inside Sales Right for Your Technology Company?
Traditionally, when building a sales force, tech firms all followed some rules of thumb. Inside salespeople handled the phones, qualified prospects, followed up and nurtured budding relationships. If it was an easy sale, they might even close. However, when the high-dollar sale required a long,...
The Tech Stack of the Future for Inside Sales
If you’d been around salespeople as recently as the 1990s, you might have heard a top rep brag, “Just give me a phone and a roll of quarters, and I can make money.” Thirty years ago, having a silver tongue and access to the...
How Your Inside Sales Team Can Power Up Results with Content
Content marketing generates three times more leads for less than half the cost of traditional marketing. And according to a DemandGen Report, 95% of your customers end up signing with the vendor that delivers relevant content throughout the buyer’s journey. While your marketing department may...
How to Use Data Attribution to Optimize Your ABM Sales Growth
Congratulations, you made the sale. But what did you learn that could help make your next sale go more smoothly, profitably, quickly and easily? In other words, how can you build on your previous sales success to optimize your sales process and grow your business?…
The 2016 Year End Wrap up of B2B Marketing Stats: You Need to Know
As the year comes to a close, it seems appropriate to summarize some of the key findings about B2B marketing in 2016. The following article shows the important role that digital marketing plays today. Also, it walks...
Low Return on Marketing Automation? The Devil’s in the Data
According to The 2016 MarTech Data Report, which was based on responses from over 400 sales and marketing professionals, data issues are preventing companies from achieving the optimum return on investment for their marketing automation initiatives. Apparently, marketers are not adopting advanced marketing techniques,...
How to Convert More Leads with Real-Time Response
We live in an age of instant gratification brought to us by the wonders of technology. When you have a question, you Google it, and find pages full of answers. If you want a new book, you download it onto your e-reader in a...