The Forward Observer
Sales and Marketing Insights
for Growth-Focused Manufacturers

A blog where growth-oriented manufacturers find expert advice on marketing and sales.

B2B: How to Close Your Sales Qualified Leads

Are you faltering at the goal line when it comes to closing sales qualified leads? The B2B sales lead game has changed. Here's how you can score big.

What Type of B2B Leads Do You Have: IQLs, MQLs, or SQLs?

You've got leads, but are you focusing on the most promising ones? Use this simple approach to more profitably prioritize your B2B sales efforts.

First World Problems: What To Do With Too Many B2B Leads

Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues.

B2B Smarketing: The 5 Steps To Make Sales and Marketing Work Together

Are you tired of the childish bickering and finger pointing between Sales and Marketing? Here's how to use inbound marketing to make peace between the two and boost revenues.

B2B: How To Get Marketing and Sales To Work Together And Stop Fighting

B2B companies that align marketing with sales experience 20% annual revenue growth. Here's how to do it.

How Thought Leadership Can Help B2B Companies Avoid The RFP Process

With a thought leadership marketing strategy, B2B companies can influence buyers, outflank the competition and expedite the purchase cycle.

How B2B Companies Can Avoid Marketing on Lowest Price


How B2B Marketers Can Use Lead Scoring to Better Arm Sales

B2B marketers who use lead scoring can improve the quality of leads passed to sales, and help increase close rates and revenues. Many marketers are still evaluated based on the number of leads provided to sales. Most of the time, the leads are handed off to sales with the expectation that all the leads will be called. However, after a few lead follow up calls, sales often determines that many of the leads are "junk" (i.e. not ideal prospects who were ready to buy).

B2B Sales: The 8 Most Important Things for Marketing

B2B companies who are able to adjust their marketing and sales to what matters most to their prospects can shorten their sales cycle, increase sales and repeat purchases, and attain greater profitability by becoming a preferred vendor.


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