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5 Quick and Dirty Tips for Cold Emailing

  One of the realities of prospecting is the daunting task of composing cold emails. You have an intimidatingly blank canvass with which to convince your lead that you’re worth talking to. What’s more, this is someone you’ve never spoken ...

Engaging Your Prospects – The Real Numbers

The question I’ve been working on lately might get you thinking: What’s the best technique to snag a meeting with a prospect? We needed a few days to answer this (seemingly) simple question, and many years to test everything.   ...

Who’s selling better – you or your website?

If you ask most companies what their greatest sales asset is, they’ll probably respond “our sales team.” After all, they are the folks tirelessly hunting down promising leads, answering emails as soon as they hit the inbox, deftly persuading prospects ...

5 Successful Organizations That Have Implemented Predictive Analytics – And Why You Should Too

If properly implemented, predictive analytics can provide a wide array of useful information that any business can leverage. At IKO, predictive technology is used to leverage companies' prospecting and lead generation. However predictive analytics is a versatile technology that has ...
The SDR Golden Ratios

The ‘Golden Ratio’: Key to SDR Success

In our marketing department, we’re focused on stats: amount of prospects engaged per SDR, number of conversations per day, percentage of opportunities won and lost...we use this valuable info to optimize every cog in our revenue machine. Since we’re in ...
The DNA of your Next Customer - Predictive Analytics ebook

Know your Customer’s DNA: A Predictive Analytics Buyer’s Guide

Marketing and Sales analysts agree:  Predictive technologies are becoming crucial to effective tech stacks in the B2B Sales/Marketing sectors.  Clear and quick ROI, predictability, efficiency… predictive solutions offer many benefits to companies looking to generate more quality prospects, prioritize inbound ...

Social selling is a lifestyle, not a sales technique – with Tim Hughes

“Social selling is a lifestyle, not a sales technique.” - that sums up the hour-long interview I had with Tim Hughes, the Social Selling Pioneer and UK Business Development Director of Oracle, during which he explains his philosophy of social ...

The Inbound/Outbound Sweet Spot

From Hubspot’s new Ads feature to the general mania over ABM, new Outbound-oriented techniques seem to be popping up again and again on the marketing horizon. In a time when Inbound is enjoying immense success, this persevering interest in Outbound ...

Hubspot’s Predictive Lead Scoring

Lead scoring has been around for a while with marketing automation solutions like Hubspot or Marketo. It’s a great way to align your marketing and sales team around a common set of criteria and prioritize the inbound leads your team ...
Does a stronger Revenue Machine make for more fulfilled Sales and Marketing employees?

The Self-Actualized Prospector

You’ve probably already heard of Maslow’s ‘pyramid of needs’.  According to this theory, humans first satisfy their physiological desires before addressing more complicated emotional needs, ultimately achieving what Maslow called ‘self-actualization’.  The higher up this hierarchy they were able to ...