Marketing Automation

Marketing Automation can be the key to ensuring consistent lead generation and sales performance.  Marketing automation can generate leads, nurture leads and engage previous and existing customers.  Marketing automation ensures that the appropriate message is delivered to the right customer at the right time.

Twitter update

Just a quick update on my progress with Twitter –   I’ve been tweeting for about 5 days now and it is kind of addicting.  It appears that the trick is to “follow” the right people.   As of this morning, I’m following 32 people and 13 are following me.  These people are from all … Continue reading

Getting Contact Management Implementation Right Takes a Bit of Time

You gotta love it when customers help you see your own business more clearly! I had an experience like that today.  This customer, we’ll call her Nicky, just joined her company as Director of Sales.  Prior to her arrival, there has been NO sales tracking, contact management, CRM or marketing to speak of. Nicky’s fought … Continue reading

Tweet Tweet

Alright!  Enough!  I’ve heard it over and over for the past year.  “You’ve got to Twitter!”   For those that don’t know already, Twitter.com is one of the hottest social media trends.  Basically, you put in short updates about what you’re doing throughout the day and your friends can “follow” you.  You can choose who … 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

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

ACT! and Outlook are Holding Your Business Back

You’re a small business.  You’re lean and mean.  You can make your competition look like a bunch of chumps! Except… ACT! and Outlook are holding your business back from being everything that it can.   We’ve just posted a new report that includes: 4 Reasons ACT! and Outlook are not working for you 7 Easy … Continue reading

Forgetting your follow ups is sinking your ship

Another great article by Daniel Sitter!   This one about how frequently the flaw in your sales process is that you’re just not following up.   I can tell you from my point of view, as the CEO of a contact management service, that its true. In 2008, just remembering to call the right people … Continue reading

The one thing you changed in 2007

SalesTeamTools.com has asked its contributors to answer the question, “What’s the one thing you changed in 2007 that had the greatest impact on sales?”. There have been some fascinating responses. Jan Visser, founder of SalesTeamTools.com, asked me to contribute my two cents to the discussion. Click here to read my post to SalesTeamTools.com   The … Continue reading

Making your horses drink the water

Sales wins customers and customer service keeps them.  Growing your business depends on both.  In recent posts, I’ve addressed how easy and profitable it can be to use an information system to beat the pants of your competitors at customer service and turn your sales reps into top performers by getting them just a little … Continue reading

Simply selling by believing

An article by Gary Jones on Sales Motivation.net got my attention today…   Gary talks about changing your mindset to open up opportunities for sales success.   There’s no question that we are usually our own worst enemies.  Our fears and doubts slow us down and cause us to overlook opportunities.   Why is it … Continue reading

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