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James Roloff

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10 Reasons Your Leads are Trash

Bad leads. Not enough leads. Leads that aren’t actually leads. If you are struggling with generating leads and filling your business's pipeline, you are not alone. Keeping a healthy flow of new leads coming in is one of the largest challenges for most companies. Below are 10 common mistakes

10 Reasons Your Leads are Trash
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Tipping the Scale in Your Favor

Are you tipping the scale in your favor? Every one of your customers is weighing the decision to buy from you. On the “Buy” side of the scale are the solutions to their problems and benefits to their business. These are the positive aspects of the purchase that are pushing

Tipping the Scale in Your Favor
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The Good, The Bad, and The Ugly of Appointment Scheduling Software

We’ve all been there. You are trying to schedule a meeting with someone. Your upcoming week is busy, and you know the other person likely has a busy schedule as well. Do you: Send them an email proposing a few times next week? Know you’ll need to block

The Good, The Bad, and The Ugly of Appointment Scheduling Software
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The Four Pillars of SEO

In the digital world we live in, it's a must that your business's website is visible online. One way to improve your online visibility is through search engine optimization, which is the process of optimizing your website to help it rank better on online search engines (Google, Bing, etc.). So

The Four Pillars of SEO
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Digital Selling: Educate, Capture and Consult

There has never been more opportunity in the world of sales. Digital channels and the internet have opened the door to reaching more people, more effectively, than ever before. Your prospective customers are online every day, searching, scrolling, and consuming content related to your industry. They are actively trying to

Digital Selling: Educate, Capture and Consult
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Customer Personas FAQ

Who buys from you? It’s a simple question. But in reality, most businesses and organizations don’t take the time to truly understand who their target customer is. You might have a gut feeling that you sell to these “types” of people.  Maybe you broadly know titles or industries

Customer Personas FAQ
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What is sales enablement?

Sales enablement is the strategy of providing your organization with the tools, insights, and content to make you more effective in your business development process. It’s an ongoing approach that involves both sales and marketing leadership to continue to improve your prospect targeting, buyer’s journey alignment, and deal

What is sales enablement?
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Leading vs Lagging Indicators

“What gets measured gets managed.” - Peter DruckerIn the business world, we love to put numbers on performance. We continually refer to the scoreboard to see how we are doing and to make important management decisions. But that begs the obvious question, what should we be measuring? What is the

Leading vs Lagging Indicators
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17 Spring Cleaning Ideas for Sales and Marketing

Ah, spring! The birds are chirping, the days are getting longer, and the world feels ready for a fresh start. While it’s likely you are planning on some spring cleaning around your house, when was the last time you did some cleaning at work? What long-neglected areas of your

17 Spring Cleaning Ideas for Sales and Marketing
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Your Top Competitor

Do you know who your top competitor is? Many sales and marketing teams closely keep tabs on their competitors. Watching how they promote themselves, the features and benefits they showcase, and the ongoing developments of their offering. After all, isn’t this who your prospect is going to be comparing

Your Top Competitor