In a short time, the holidays will end and we’ll all be back at work looking to crank up revenues to make 2010 a great year. If you’re like most other businesses that sell to businesses, you’ll be looking for more sales-ready leads. So what can you do to ensure the new year gets off…
How to build trust with people who don’t know you
Trust is the key to winning customers today At a recent meeting of the CEO members of Vistage, a question arose. In order to sell, companies need to build trust with people who don’t know you. In other words, strangers. People who might be interested in buying our products and services, but they don’t know…
Time of day segmentation
Great post by Mike Damphousse of Green-Leads on time of day. Here’s the link http://www.green-leads.com/b2b-blog/bid/26863/Lead-Generation-Tips-Take-3-Hour-Lunches There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just…
New approach in remarkable content
The Holy Grail of marketing content is interactivity. While a YouTube video like HubSpot’s “You Outta Know (Inbound Marketing)” is very entertaining and makes an excellent point, it’s passive on the part of the viewer. We watch it. It entertains us. But we do not interact with it. Think about all the passive content we…
My interview with Kim Albee of Genoo
http://www.stumbleupon.com/su/1kskuX/www.genoo.com/lead-nurturing-how-to/r:t Jeff Ogden Jeff Ogden is President of Find New Customers “Lead Generation Made Simple.” Find New Customers helps companies implement best practices lead generation programs to find and acquire new customers. Jeff is also author of the highly acclaimed white paper,How to Find New Customers, which is being taught to MBA students at the University…
Remarkable content - what is it and how do I get it?
If there is one thing the marketing experts agree upon, it’s this: Marketers need to “Think like a Publisher” and develop a continual stream of remarkable content. Here are recommendations from top marketing experts: Paul Dunay, who heads global services marketing for Avaya and authors the excellent blog Buzz Marketing for Technology told me we’re…
Close More Deals Faster by Harnessing Trigger Events
For those of us in sales, we find that deals move when something happens. Not when you call or stop by — the prospect buys when he or she has an event that prompts movement from the status quo. The foremost expert in Trigger Events is Craig Elias of Shift Selling. I had the opportunity…
