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The changing role of sales

Brian Carroll just posted a great podcast on his B2B Lead Gen blog.   Its well worth a listen!   Very interesting perspective – sales people are the 2nd choice of prospects for information, 1st choice being your company’s website.   Think about that for a minute…   The sales person ultimately becomes the guide.  Shepherding … Continue reading

If you can’t measure it, you can’t manage it!

I know, you’ve heard it before.  And yes, I know how difficult it is to truly measure your marketing and sales activities. That doesn’t change the fact that its true.   You’re guessing if you can objectively analyze how leads flow through your marketing and sales machine.  If you’re guessing, you’re going to be wrong … Continue reading

Worth reading – sales and marketing sites around the web

In my reading over the last couple of days, I’ve run across a few articles that any sales and marketing professional should appreciate.  Enjoy!   20 Questions to ask yourself to help tune in on your “True Calling” –  http://www.thesimpledollar.com/2008/03/12/reflections-on-money-20-valuable-questions-to-ask-yourself/   A few tips on how to manage a conference call – http://www.salesteamtools.com/2008/03/06/bad-conference-call-etiquette/   Results … Continue reading

You Can’t Automate What You Don’t Understand

I’ve often said that business owners and sales managers that go looking for contact management and sales automation solutions for the first time are having a knee-jerk reaction to a fundamental sales problem.  Somethings going wrong with sales – its not growing fast enough, large clients are leaving, they’re having trouble hiring and training new … Continue reading

When to say it’s “Over”

One of my favorite selling concepts is “Firing a Prospect”.   Its fun to teach newbies because its so counter-intuitive to them.  During a long day of “smiling and dialing” and getting your share of no’s, its nice to be the one saying NO sometimes.   Most importantly, it just works!  Prospects like being chased.  … Continue reading

It happens 3pm EST Tomorrow, Tuesday 2/26

The follow up to “ACT! and Outlook are Holding You Back” is a Free Webinar tomorrow afternoon!   Don’t miss it!  There are still a few spaces available.   On Tuesday, February 26, at 3pm Eastern, join us for “Making Contact Management Work“.   This free webinar will include: The Who, What, Why, Where, When and … Continue reading

Marketing Opportunities are Passing You By

With the release of “ACT and Outlook are Holding You Back“, I’ve had the opportunity to talk with lots of business owners struggling with their contact management system.  There’s a common theme among them that has me scratching my head…   Just about all of us know that the funnel works like this –   … Continue reading

Want to have some fun?

There is a lot out there to read about how to use technology to improve sales.  There are many out there saying “Cold Calling is Dead”. So, I found it pleasantly surprising to read Brandon Hull’s recent post on orchestrating a good old fashioned “Sales Blitz”. Check it out.  It sounds like a bunch of … Continue reading

“Contact Management Ain’t Easy, Its Essential”

Contact Management Essential  – This quote from a long time friend and marketing guru, Bobby Michaels. Bobby had just read “ACT and Outlook are Holding You Back” and I guess it got his motor running!  He was on fire!   Bobby made some excellent points, harkening back to years ago when we worked together in … Continue reading

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