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 …
I was looking over two conversation threads on LinkedIn this morning. I find they’re a great place to get a feel for what real people are actually thinking, compared to what the various guru’s have to say. They’re also one of the best sources of inspiration for content that might be helpful to those who …
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I noticed a conversation on Linked-In about RPM and realized that once again my buzzword dictionary is out of date. A little research introduced me to the concept of Revenue Performance Management, which (I understand) offers the benefit of being able to examine mid quarter revenue results, compare them to end quarter projections and then …
It was very recently brought to my attention that when we migrated the Boxpilot blog, one of the earliest posts was lost. Since it was one of my favorites, I’ve taken the liberty of reposting it here. It’s been a year and a half since I wrote this post and while the market has continued …
Connect Your Reps with Prospects Sooner, Not Later Read More »
Cold calling has different meanings in different businesses, but for B2B Lead Generation, cold calling is the art and the science of using the telephone to introduce a helpful, relevant, new idea to a company or contact with whom you have not worked in the past. The degree of pre-call preparation will vary and how …
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 …
As the company leading the evolution from B2B marketing automation software to revenue performance management, Marketo has an abundance of knowledge to share about: Getting your sales and marketing teams working better together to accelerate predictable revenue growth Best practices to measure and optimize your revenue generation How companies have been able to thrive in …
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 …
