Lead Generation, Nurturing, Scoring and Management
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 …
Tweet I’m struggling to come up with a definition of social selling that makes sense to me. It’s not an easy thing to do, and if you think it is – go ahead – give me your best shot. I found these definitions online: Gerhard Gschwandtner, CEO of Selling Power magazine and Sales 2.0 Conferences …
Inbound marketing is a wonderful tool that serves many companies well, but there are a lot of companies who are not in a position to benefit from it, yet. An exclusive focus on inbound marketing is a lousy option for small businesses with very small budgets, limited marketing technology or marketing expertise. It’s particularly poorly …
Tweet I was just reading an article about Marketing and selling to doctors because I recognized that making a sales or marketing connection with a doctor or other professional – particularly in a smaller practice, presents some unique challenges. The article author Stewart Gandolf summed it up quite succinctly when he wrote: “Doctors are notoriously …
What is Guided Voicemail? Guided voicemail is a fast and effective way to reach your contacts with a perfectly delivered voicemail message. By having a trained call center agent guide the voicemail through receptionists, directories, and other typical roadblocks, you can be sure that your message will always reach your customer. Below is a quick video …
It is always welcome and heartily appreciated, when one of our clients takes the time to send in a written testimonial about their experience with our company and service. Promoting Conferences with Boxpilot “We’ve used Boxpilot on several occasions to promote our conferences and have been absolutely delighted with the results. On any typical email …
