What’s Marketing Without Lead Scoring?

Marketing used to be a shot in the dark, but it doesn’t have to be anymore. When done right, lead scoring can provide you a map from email contact to new customer

The Number One Way You Sabotage Cold Calling

Cold calling. The sheer mention of the phrase sends shivers down the spines of many salespeople. They hate it. They do everything they can to avoid it. And yet, when the sales

Video: Social Media as a Lead Generation Content Platform

Social media is changing – it’s not just for sharing your community service and vacation photos. It has evolved to become something much more for businesses to engage prospects and customers. Your

Video: Which of These Email Approaches Is Right for You?

Whether you’re in sales or marketing, there are 3 different types of emails that you can employ. Which one should you be using? That all depends on what you want to achieve.

Free Your Sales Reps from Burnout

Let freedom ring for your sales reps! Instead of setting a minimum number of first-time calls they need to make, give them the freedom to call prospects as many times as it

Video: What To Do When Sales Prospectors Fail

If you’re getting poor results from your sales staff, it might not be your staff. When you’re not getting the results you expect, you need to look deeper. Before you fire your

Tell Your Clients What Makes a Good Referral

Referrals aren’t about incentives. Your clients would love to give you a referral. But they need your guidance. When you ask for referrals, be sure to share what companies are a good

How Prospecting KPIs Can Demotivate Your Reps

Today I was working with a client setting KPIs (key performance indicators) for a new business development sales rep he wants to hire. We calculated the number of sales they need the

Video: Lead Generation Strategy When Target Market Doesn’t Know You

The success of your lead generation strategy depends on how well recognized you are in your target market. When your market doesn’t know you, your approach needs to be entirely different. Want

Dirty Lists Don’t Perform

If your email list has invalid email addresses, missing names, or lack of segmentation – it’s dirty. Instead of getting good results, you’ll have a high bounce rate, get fewer responses and

When Your Prospect’s Silence is Deafening

One of the biggest challenges in selling is trying to keep contacts engaged when you’re prospecting. Business owners and C-level executives often have too much going on, which causes delays in scheduling

Video: What You Need To Know About Your Target Market

If you want to appeal to your niche more effectively and get a higher response rate (and even more sales!), then you need to get to know your target market better. To

Video: Why LinkedIn Prospecting Fails

LinkedIn is a popular prospecting tool because it’s a non-threatening way to start a relationship with prospects. If you’re failing at prospecting on LinkedIn, it’s not the social media or the prospect.

Two Steps to Put Clients in a Referral Giving State of Mind

The majority of buyers report that they overwhelmingly trust word-of-mouth recommendations from peers and colleagues. These referrals drive purchasing decisions more than most other factors. You know that referrals are a great

Clearly Define Target Market: Look No Further Than Your Sales Pipeline

The opportunities in your pipeline will tell you if your target market needs to be better defined. Where you find opportunities that are not a good fit, businesses that are the wrong

How to Ask for Referrals

Referrals are one of the best ways to get more leads. They’re more qualified than a cold call and further along in their buying cycle. To get referrals, you need to ask

When Sales Reps Aren’t Selling, What’s the Real Problem?

So often when sales reps aren’t selling the first inclination is to blame the sales rep. They aren’t making calls. They aren’t going on enough appointments. They don’t know how to close.

Video: The #1 Sales Interview Question To Ask Yourself

The key question during the sales interview process is NOT whether or not the interviewee can sell – that only looks at their quota and history. To find out if a candidate

Improve cold calling results with brand recognition

While cold calling is the fastest way (but sometimes one of the hardest ways) to uncover leads, be more visible to improve your odds of getting in the door. Use email, lead

The Key to Sales Success: What Makes You Different

Many companies come to us with no sense of what makes them unique. They feel as if they’re exactly the same as their competitors. Their goal is to run more frequent lead

Video: Sales Lead Origination Impacts Price

How your prospect found you directly impacts the price they’re willing to pay – and how competitive your sales process is going to be. Find out what kind of sales leads are

What to do when lead generation isn’t working

It can take a minimum of six months to start getting replies from lead generation campaigns. If you’re not getting replies in <6 months, don’t despair – and don’t start making desperate

One Essential Sales Tool You May Be Missing

In my Channele2e cold calling article 3 Smart Cold Calling Strategies to Reach Prospects, Jim Barnet, Director of Sales & Marketing with Promys PSA, shared that “sometimes figuring out who not to sell

Video: Which Type of Leads Are You Getting?

There are two types of leads. Sales ready leads and marketing qualified leads. Sales ready leads are ready to talk with you. Marketing qualified leads are engaged with your campaigns but aren’t