No More Cold Calling

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. It’s not 2002 and 2003, or 2008 and 2009. The companies that are readiest to act on solid information are primed to shoot ahead of the business cycle.”.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

SEPTEMBER 30, 2011

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! Broaden Your Perspective/Narrow Your Focus: Is your sales and marketing focus working? How do we sell in this volatile economy?

Referrals 240

Referrals Hiring Decision Maker Social Media 240

Pointclear

JANUARY 15, 2013

Here are some truths you should know about selecting a partner among lead generation companies: Virtually 100% of marketing qualified leads should become sales accepted leads. Students, prisoners (yes, there’s a company out there that does this), appointment setters and offshore call center staff should not be contacting your target market.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

JULY 10, 2012

Overall lead rates trended down in 2002 and from 2008 – Q3 2009—yep, just as the economy did. Understanding this can help you pinpoint your marketing investments and generate better than average results. Lead rates trail the GDP by about a quarter. Lead rates never dropped to zero.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

SalesLoft

SEPTEMBER 17, 2019

Why is quota attainment lower now that it was in 2009 at the bottom of the recession? Similarly, today, you’ve got a generation of CFOs and CEOs that led companies through the 2009 recession, who are reporting results to Wall Street. The first thing we start with is understanding the sales potential in the market.

Hiring 40

Hiring Scale Quota Call-back 40

Hubspot Sales

APRIL 25, 2019

When Redbox entered the movie rental market in 2002, they led with an aggressively competitive price of $1.00/per In 2009, the once-great video giant tried matching Redbox with its own $1/day rental program, but it was too late. If new startup Michael Scott Paper Company enters the Scranton paper market selling reams for $4.00/ream

Penetration 91

Penetration Discount Retail Scale 91

Hubspot Sales

AUGUST 2, 2018

The Goods: Live Hard, Sell Hard (2009). Though marketed as a love story, it’s the film’s unique look at the competitive world of medical sales that makes it worth watching. This Oscar-nominated film tells the true story of Billy Beane (Brad Pitt), the general manager of the downtrodden 2002 Oakland Athletics baseball team.

Film 111

Film Epiphany Insurance Insurance 111