6 min read
Mark Parent: September 15, 2026, 9:11:00 AM EDT
A sales rep opens a new contact record, sees a job title that does not influence the purchase, and closes the lead before making a call. If this...
5 min read
Mark Parent: August 25, 2026, 8:47:00 AM EDT
A prospect watches a product video, downloads a guide, fills out a form, and then gets a generic sales email that ignores everything they just told...
5 min read
Mark Parent: August 19, 2026, 8:15:00 AM EDT
A prospect fills out a high-intent website form, downloads a pricing guide, and watches a product video. Marketing sees a qualified lead. Sales sees...
5 min read
David Lash: August 14, 2026, 8:34:00 AM EDT
Manufacturing sales cycles rarely move in a straight line. A single deal might involve an engineer requesting specs, a procurement team comparing...
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 15, 2026, 9:15:00 AM EDT
A full pipeline can create a false sense of progress. Forms are coming in, webinar registrations look healthy, and paid campaigns are producing...
5 min read
Mark Parent: July 14, 2026, 11:55:35 AM EDT
A marketing manager downloads a product guide on Friday afternoon. A salesperson sees the alert Monday morning, but the lead has already moved on to...
5 min read
Mark Parent: July 8, 2026, 8:47:00 AM EDT
When a sales pipeline feels busy but close rates stay flat, the problem usually is not effort, but structure. HubSpot sales pipeline optimization...
5 min read
Mark Parent: July 6, 2026, 8:45:01 AM EDT
Most lead nurturing breaks down in the gap between interest and readiness. A prospect downloads a guide, watches part of a video, or requests...
6 min read
David Lash: June 18, 2026, 8:45:00 AM EDT
Most CRM implementations in manufacturing don’t fail because the software wasn’t good enough. They fail because the people, processes, and...
