Tweet Looking for the best price is hardly a new trend but you can’t ever forget that famous Latin phrase “Caveat Emptor “Let the Buyer Beware”. I’m all for saving, too and admit that most of the time I keep one eye firmly fixed on the bottom line. I also have to admit that there …
Caveat Emptor – Why Auto Dialers and Business Don’t Mix Read More »
Tweet Everyone is talking about driving inbound leads and their inherent superiority based on the obvious expectation that someone who contacts you is naturally more interested than someone who you reach out to and manage to “grab” on a cold call. One thing that closely parallels this (hardly new) trend is that over the years …
Tremendous importance is placed on the value of the written word. Anything lasting must be in writing. Anything to be remembered must be in writing. Anything legal, binding or anything important, must be in writing. So, it can be hard to understand how there can be circumstances when the need for fast, simple, persuasive and …
Background- Not too many marketing or sales people can point directly to the company CEO as the one who personally made the first connection with a prospect and introduced them into the sales funnel. Indeed, the company CEO is an almost universally untapped marketing and sales resource – for many obvious reasons. Still, if your …
There’s a terrific post on EyesOnSales called The 20 Worst Prospecting Voicemail Mistakes Salespeople Make and there are a few mistakes that really ring true for me. One of them is “Not leaving a voicemail at all.” It’s the number one mistake and I couldn’t agree more. While there are still some companies and sales …
I just read a great article about how to tackle voicemail. Like it or not, voicemail is never an excuse not to have the conversations you need to have to make your sales. Voicemail – like every other obstacle a sales person has to deal with – carries in it the seeds of a fresh …
Having followed many discussions lately on cold calling, it was something of a surprise to follow a discussion that accepted that cold calls are still a reality of sales and marketing for many companies. Rather than talk about how cold calling should be replaced with inbound lead generation (usually leveraged off social and email marketing …
Background – A North American security software developer, selling to business organizations of all sizes, was concerned about the low rate of maintenance agreement renewals from its base of smaller customers (under 50 seats). Because they already knew that a call from the sales reps at 90, 60 and if necessary 30 days, was the …
Case Study – Solving a Small Account Renewal Challenge Read More »
Here’s a brief synopsis of a presentation scheduled for the Continuing Education Marketing Conference – August 29-30/12 in Chicago. How to add a human voice to your website, social media, and email marketing to promote any type of event. Websites, Social Media, and Email are terrific ways to promote your events, but what about human …
Make Them More Than A Marketing Expense Event marketing including the venerable stand-by- tradeshows- as well as roadshow seminars and demos, in house seminars, partner events and virtual events fade in and out of favour as marketing tools. But, one thing that will never fall out of favour are revenue positive or at least neutral …
