Sales 2.0

The Sales Testimonial – A Cautionary Note

We use them in our voicemail messages, early in new conversations and in our emails.  We do white papers on them – all the time. But is it possible that our testimonial approach is turning prospects off? Apparently, yes. It is possible.  And I was surprised, because I’ve been thinking about and “hearing” testimonials from …

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You Need Someone Talking to Your Prospects

If you have a sales background, I hope that every time you read yet another report about how business buyers have already made up their mind about what to buy before they’re willing to engage with a sales rep, it makes you cringe.  It does that to me. On the most obvious level, it’s true. …

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The Best Way to Qualify a Lead

What is the best way to determine the current value of a lead? Well, you can review the information that they have elected to download over a period of time and determine whether or not they are moving in a pattern that has been predetermined to indicate growing interest. You could check into how many …

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Smart Texting Beats the Batch Technique

There are some problems associated with using the batch method for sending text messages in support of your marketing campaigns. For example, we have found in the past that delivery levels are very poor and there’s no good enough explanation for why that should happen. Another problem I have with batch texting is that it …

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Live Message and the Sales Appointment Call

Tweet Recently I talked with a long standing client about a service that they had never used called Live Message. It was a great way to remind myself that as clients needs and our services continue to evolve, it’s necessary to review both our understanding of what we can do for them and their understanding …

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Follow up Your Email Click-throughs

My favorite responses come over the phone.  They come from people who we’ve reached out to, sometimes recently and sometimes quite a while ago.  They start the conversation with some statement like, “I want to know more about what your company does because I have a need and I want to see if you can …

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Are You Throwing Your Web Leads Away?

Tweet Knowing how hard it can be to generate a steady (or even unsteady) stream of business leads and reading about how many companies are looking for ways to drive more leads, I’m still shocked from a study we ran recently at Boxpilot. We were curious about how long it takes an average small business …

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The Ultimate Follow Up Email for Sales

My heartfelt thanks goes out to Mike Cannon at Rally Marketing for a great post about writing sales emails and three simple rules to follow. I routinely send emails to follow up the voicemail messages I leave because I know that once I’ve left my message, my email has a better chance of being read …

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Do You Have System?

Tweet Do you work your sales funnel using a consistent process or are you all over the map, chasing the newest, shiniest idea to get contacts to respond to you?  If you have abandoned the idea of a repeatable, scalable process, you might want to take a step back and re-think your approach, because while …

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The REAL Benefit of a Live Message

Talking about some delivery stats with our production manager, I was again reminded that when the objective of a campaign is to deliver a business message, the best way to get a great return for the client’s money is to use every available means to communicate that message. For Boxpilot, that usually starts with a …

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