Lead Generation

Lead generation is the life blood of any sales team.  Both marketing and sales departments often are responsible for Lead Generation.  Find methods to grow and manage lead generation for consistent sales growth.

Hiring the best sales people

Friends and readers of Sell, Sell, Sell!, Bradford Smart, Ph.D, and Greg Alexander, just released a great new book that anyone in the sales world must read!   If you’re hiring sales people, you’re going to love it.   If you’re a sales rep looking for your next challenge, you need to know what’s in … Continue reading

Its a whole new ball game KIDS!

We’ve all learned to sell by understanding the customer’s needs – asking questions and showing them the way to what they want or need…   It has to be this way because the customer has the power.  They can decide to buy or not to buy.   It appears that a major change is underway … Continue reading

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

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

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