Unless Your sales team meets all or most of these conditions Is very junior Has nothing better to do Is only paid by salary Is not held to quotas Is actually a customer service group in disguise Your sales team is about as likely to spend their time conscientiously making your event recruitment or other …
When do you start to promote an event? More specifically, when is “too soon” to promote a free event and how long do you have before your unaided conversion of registrants to attendees bottoms out? A few years ago I was working with a publisher who, in addition to their periodicals also offered webinars as …
No one doubts the importance of personalization in both consumer and business to business marketing. In fact, it seems to me that with the use of event triggered emails and entire nurturing programs that are created to provide just the right content for an individual during their B2B buying journey, our ability to customize content …
No one in business is under the illusion that everything runs smoothly, all the time. We do our best, but now and then things go wrong. Sometimes it’s because we’ve messed up and sometimes the client messes up and sometimes everything goes to hell in a handbasket and neither side is at fault. I’ve worked …
Underestimating the damage caused by an out of date and duplicate riddled database is the most frequently made and damaging mistake. If I had ten bucks for every time I’ve heard a client admit that their database is lousy, I probably wouldn’t quite be able to retire yet, but I’d sure have a lot …
I was just looking over an earlier post that included a link to 12 Prospecting Rules and one idea stood out – confusing prospecting research with actual prospecting. It resonated with me because in my experience, the “need” for precall research, is one of the most frequently cited reasons for not picking up the phone …
Time has always been the most precious sales commodity. It is finite, unstoppable and a minute passed is gone forever. While technology has certainly helped sales people operate more efficiently, it has also opened new areas that demand to be covered. Thank about Social Media/Social Selling and LinkedIn. For the successful B2B Sales person the …
How many times have you dialed a new contact and made the connection, only to hear the complaint “You’re the 10th call like this I’ve had today”? It’s not an uplifting experience. Yes, there is some exaggeration, but there is also considerably more than a grain of truth and you need to find a way …
Anyone who has ever been in B2B sales has been here many times. Your marketing team just handed over a new lead. You called, connected and conversed, but for now – you are not able to move this lead forward in the sales process. Used to be that leads like this would have either been …
Will the fascination marketers have with buzz words never end? (Well, no actually it won’t) and now it seems that the talk of the town is Big Data. For the minuscule percentage of marketers with pristine data and the wherewithal to afford the talent and tools to create added value for their organizations through the …
