5 min read
Mark Parent: August 7, 2026, 10:12:00 AM EDT
A promising prospect has taken the demo, reviewed the proposal, and gone quiet. In many B2B sales cycles, the issue is not a lack of interest. It is that the buyer still needs to explain the decision to a technical lead, finance stakeholder,...
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6 min read
Mark Parent: August 6, 2026, 9:42:00 AM EDT
A prospect watches a product video, downloads a guide two weeks later, returns through a branded search, and speaks with sales after receiving an...
5 min read
Mark Parent: August 4, 2026, 9:11:58 AM EDT
When a sales team says leads are not ready and marketing says sales is slow to follow up, the problem is rarely just lead volume. More often, the...
6 min read
Mark Parent: August 3, 2026, 9:30:00 AM EDT
A prospect has made it through the first discovery call, understands the broad problem, and says, “Send me something I can share with my team.” That...
5 min read
Mark Parent: July 31, 2026, 9:15:00 AM EDT
A lead can look promising in a dashboard and still go cold the moment it changes hands. The issue is rarely that marketing generated the wrong...
6 min read
Mark Parent: July 29, 2026, 9:00:06 AM EDT
A prospect watches a product video, reads two technical articles, joins a webinar, speaks with a sales rep, and signs a contract three months later....
5 min read
Mark Parent: July 27, 2026, 9:08:24 AM EDT
A prospect lands on your website, hears a sales rep describe your offering, and still asks, “So what exactly do you do?” That gap is where video can...
6 min read
David Lash: July 24, 2026, 10:15:49 AM EDT
Most B2B websites are built to look good. Far fewer are built to generate leads. If your site isn’t converting traffic into the pipeline, the problem...
5 min read
Mark Parent: July 23, 2026, 9:45:00 AM EDT
A manufacturing website conversion strategy cannot be built around a generic “Contact Us” button and a product catalog alone. Your buyers are often...
5 min read
Mark Parent: July 22, 2026, 9:26:00 AM EDT
Most SMB teams do not fail because they picked a bad CRM. They struggle because they picked a system their team never fully adopted, never properly...
