As David Sandler says: ‘You cannot fail at prospecting unless you fail to prospect!’ Even with the best of intentions, however, accountability to prospect remains a problem: it’s a problem for sales people to make sure they do enough of it and for sales managers to follow up on their sales people’s commitment to do [...]
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Despite spell-check and proofreading, our last marketing message included a goof. While trivial when compared to world peace, it makes me crazy! In our world of data accuracy, it is not in keeping with either our mission or reputation. Solution? Bob Bly suggests to proofread your copy backward. Apparently, since the copy loses all meaning, [...]
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Thinking about ‘giving up’ on your B2B email marketing / lead generation initiatives? You might just think again after reading this —- http://ht.ly/44ZpX
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Why use Local B2B Data? White Paper compares 5 national B2B prospect databases. Conclusion: ‘coverage extremely spotty’ – http://ht.ly/3TRyk
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Be honest. Do you prospect? If you do, are you being effective? This timeless wisdom on Prospecting 101 is your guide – http://ow.ly/3I0Qv
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For anyone wondering if email marketing should be part of their new business development mix, I strongly suggest you read Item #2 in this great blog post —- 7 Predictions for Business Communications in 2010. The author writes: People are in business to do business. As a business professional, I have no problem receiving email [...]
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I can’t stop thinking about the feedback we get regarding improving new business development for b2b sales. When we steal a bit of attention from our “attention deficient and disordered” brethren, sometimes we can peel back the mask enough to get to the truth. Truth is, there’s lots of opportunity for improvement. Survey results confirm that when it comes to the [...]
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“Sales is the only profession where practice occurs at game-time rather than before,” Pat Malone remarked in frustration at last Friday’s Business Wisdom workshop. Malone, partner of The Par Group challenged us that if other professionals (think Tiger Woods) continually practice even when at the top of their games, why shouldn’t we? Business Wise brought about 75 b2b sales [...]
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