How to Increase Sales

Case Study – Reclaiming Names for the Sales Funnel

Background The marketing group at a leading provider of collaborative business commerce solutions is constantly on the lookout for innovative and efficient ways to add new names to a typically voracious sales funnel.  Like every other business, this team knows that many of the names will fall out of the funnel before they turn into …

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Start a Conversation to Nurture Leads and Drive Sales

I sat in on a great webinar the other day on adding the human touch into your lead nurturing.  In the interest of full disclosure, keeping human contact as part of the marketing and sales processes is – admittedly- a subject that is near and dear to my heart. I’m interested in every way that …

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Process Driven Sales- Step Up Or Be Left Behind

Just read an interesting post that talks about Process Driven Sales It reminds me of just how much the art of sales has turned into the science of sales. Everyday I watch sales people struggling to find new ways to drive new business into the pipeline and forecast more accurately. Ironically, in many organizations, one …

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Cold Calling – Call Display and Connecting

If you read most the the leading edge marketing writers and Sales 2.0 experts, it seems that the consensus is that Cold Calling is dead because no-one wants to get cold calls. Well, since no one ever wanted to get cold calls, I don’t think of that as much of a rationale. What I did …

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Voicemail Versus the Cold Call

Just noticed a post titled Why Voicemail is Better Than A Cold Call. It talks about how sales people can use voicemail to move the sales process further. For sales management looking for ways to keep their teams up to date with the latest selling practices, its a pretty interesting read.

The Only Proven Way to Increase Sales Revenue and Customer Relations/Retention

In B2B marketing, it seems that everyone is excited about social marketing and using marketing automation to deliver event triggered emails . No one is convinced of exactly what benefits social marketing is bringing to the table and we need to find good ways to measure it. But we do know that not even its …

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An Old Tool in a New Light

When it comes to B2B communications, voicemail – once the darling of leading edge technology- is almost charmingly old school. Right now it seems that online is where the action is and while there is a lot of new innovation happening right now, it’s also swamped with hype and uncertainty and there are many unanswered …

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