Category Archives : Blog

Why can’t I get sales to call these leads?

Posted February 17th by Ed Trachier

by Some questions that often comes up in discussions with clients and prospects at OnTarget Partners are from the CMO or other B2B marketing executive:  “Why can’t I get sales to call these leads?” or “Why can’t I get my sales team to follow-up on my leads?” Marketing creates leads via online, tradeshow, conference, research… Continue reading

Dollar Cost B2B Marketing

Posted February 9th by Ed Trachier

by Dollar Cost Averaging is defined as an investment strategy which "reduces the risk of incurring a substantial loss resulting from investing (an) entire 'lump sum'" by "dividing the total sum to be invested in the market into equal amounts put into the market at regular intervals." (Wikipedia)  In essence, the technique works in markets undergoing… Continue reading

Superbowl Winning B2B Marketing

Posted February 1st by Ed Trachier

by Before Jimmy Johnson was a football commentator, he was a football coach; a pretty good one, too. Jimmy led the Dallas Cowboys to two consecutive Superbowl wins, and he built the team that won its third in four years during the 90’s.  He was well respected, if not all that well liked. Part of… Continue reading

Docurated names OnTaget Partners top sales management blog

Posted November 10th by Ed Trachier

by OnTarget was recently named one of the top blogs for sales management by Docurated.  We are very proud of this accomplishment!  -Ed Managing a sales force of any size is never a simple endeavor. Whether your sales reps are in-house, in-the-field, all within the same 100-mile radius, or spanning several continents, your job… Continue reading

The Hidden Messages in Business Logos

Posted October 15th by Ed Trachier

by I find the concept of business logos with hidden meanings very intriguing.  You know what I mean – The FedEx logo with the arrow.  The Amazon logo with the smile from A to Z. The creativity behind these logos is one thing to be admired.  Great marketing requires the ability to meld art with… Continue reading

Take A Risk: The Odds Are Better Than You Think – Forbes

Posted June 18th by admin

by As you look back on your career and life to date, where do you wished you’d been a little braver, trusted in yourself more, and been less cautious in the chances you took? Anything come to mind?  When speaking to people in their forties and beyond, many tell me that if they could do… Continue reading

Tracking Buying Behavior: Are They Really Into You Or Not? – CSO Insights

Posted May 29th by admin

by Tracking Buying Behavior: Are They Really Into You Or Not? A standard practice for assessing the likelihood of a deal closing is tracking selling behavior. If reps are logging activities into their CRM system, a manager can easily see what they have been doing with the prospect-whether they have conducted a qualification call, emailed… Continue reading

Your Sales Machine is Obsolete – Sales Leadership Council

Posted May 9th by admin

by Improving B2B Sales Strategy In my last blog post, I introduced our newest research findings on sales culture, and how most sales organizations today have a sales culture or climate that is hindering their ability to build a Challenger sales force. Most sales leaders recognize that while traditional change management initiatives such as effective training, coaching, and… Continue reading


Posted May 8th by admin

by B2B Marketing Strategy After hosting a Forrester webinar on April 25 about “3 Ways To Turn Content Marketing into Thought Leadership“, I received some interesting questions from clients. I thought I would share the questions — and a short response to each — since this line of inquiry points to broader question about the… Continue reading

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