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

A blog where growth-oriented manufacturers find expert advice on marketing and sales.
Our goal is to help you generate better leads and close sales faster.

Of the 3 Sales Prospecting Attitudes, 2 Guarantee Failure. Which One Do You Have?

The number one reason for failure in sales is the failure to prospect. And the most important ingredient for success is having the right, realistic, practical attitude about prospecting.

Your Customers Are Calling You. Are You Picking Up?

  In today’s world, there are many easy ways to connect with others -- you can text, email, or video chat someone on your phone all with a click of a button. Even with all of these easy ways to communicate, old habits die hard when people want to reach a company. Believe it or not, people still pick up the phone and call companies ... but not all companies have someone there to answer their calls.

How to (Nicely) Push Back on Buyers Who Don't Tell You the Full Truth

People lie all the time. In fact, one study found most adults can’t last 10 minutes without lying. Yet while you can probably overlook the occasional fibs from your friends, family, and coworkers, you should never ignore dishonesty from a prospect.

How to Use Social Selling to Connect With Barricaded Buyers

With buyers avoiding your salespeople and interruptive marketing messages, social selling can help you breakthrough to the modern, informed buyer. 

Sales Prospecting Without Social Media Is Like Selling Without a Phone

For the sales profession, social media is the most important technological advancement since the telephone. Here's how to get an unfair advantage.

What’s Your Story? It’s Your Most Important Sales Weapon.

With a compelling sales story you can quickly break through, differentiate your company, build trust and preference, and justify a premium price.

Predictable Lead Generation Absolves Many Business Sins

With a predictable lead generation machine, your firm can get a lot of things wrong and still do pretty well.  All you need is seeds, nets and spears. 

Social Selling: Aligning Your Sales and Marketing For The Modern Buyer

Are you wondering what social selling is and if it works? It's not a replacement for your sales process - it's additive. And studies show it's very effective.

The 6 Scientific Reasons Prospects Are Not Buying From You

There are six reasons why prospects don't buy from you, but just one is enough to kill a sale. Preempt these objections and you'll sell more.

How To Estimate Inbound Marketing ROI [Calculator]

Are you wondering if the marketing investment to get more traffic, leads and sales will pay off? Here's how to begin estimating the revenue growth. 

13 Lucky Takeaways from HubSpot’s 2015 State of Inbound Report

Are you struggling to keep up with the winning ways of modern marketing and sales? Get lucky with HubSpot's State of Inbound Report.

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