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 …
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 …
Here’s a great idea to get your 2013 off to a spectacular start. Too bad I didn’t think of it! This week from the blog Eyes on Sales Mark Hunter a.k.a. “the Sales Hunter”, shares a brilliantly simple bit of wisdom you can try if you’re having difficulties opening the door in a new company. …
Reach out to Sales People to Meet a Decision Maker Read More »
On your last birthday, you didn’t magically become a year older. On the first of January you didn’t automatically get a clean start. So, what’s the big deal with new years? Actually there isn’t one unless you have the good sense to take advantage of the opportunity and make it a big deal. Decide that …
One night last week, I picked up a message on my home office phone and was blown away because the caller left such a terrific message I was mesmerized into listening to his every word. What did he do so well? I’ll sum it up in three words – Conviction, Originality, Believability. From the moment …
If you’re one of those marketing or sales managers in despair because your company has been left so far behind the pack of lead generating and nurturing dynamos that you’ll never be able to join this century, stop worrying and look around you. You are not alone. If you’re reading the big marketing sites and …
The most visible and important measure of success delivered to any company by any B2B marketing campaign is the direct response. It blows awareness out of the water. A direct response is more valuable than any measure of brand preference or image because it opens a dialogue for more marketing, it opens a door to …
Declining Response Rates – Stop Shooting the Messenger Read More »
