Trending Sources

Are You BS’ing Yourself with Your “Prospecting” Activity?

Sales and Management Blog

It usually doesn’t take long for these conversations to get around to the particulars of their activities, in particular their prospecting activities.  They are baffled by their lack of sales success because they insist that they are ‘always prospecting.’. Almost all of them can produce lists of prospects , some of which they’ve called; they can show where they’ve sent out a ton of letters and emails; they can give receipts for advertising they’ve bought; they can produce filers that they’ve plastered all over town. But activity alone is fruitless. 

A Quick Look Into Prospecting Using LinkedIn

MTD Sales Training

So the real question then is how do you use LinkedIn to prospect and connect to potential leads? This is perhaps the most direct way of prospecting via LinkedIn, as this is where you will start to make real contact with your desired clients, and through genuine engagement in these forums you can start to build good social relationships that can later be turned into valuable leads.

How to Turn Referral Partnerships from Wishful Thinking into Business Producing Machines

Sales and Management Blog

Are you like most sellers finding it more and more difficult to break through the noise and connect with quality prospects?  Are you finding prospects putting up more and more obsticles to keep you and your message out?  When you do finally get through to a prospect are you finding that you have less and less time to gain their attention and interest? often hear sellers and managers–and even some sales trainers–talk about seeking out ‘referral sources’ to help them find and connect with prospects.  Lazy, delusional thinking at it’s finest. They take work. 

The Truth About Email

Ian Brodie

According to research by Merkle (View from the Digital Inbox 2011) – text messaging is the preferred method of personal communication amongst 18-29 year olds and the phone is the preferred method for other age groups: email comes in a strong second, being preferred by well over double the number who prefer social media. Graphics heavy emails look like advertisements. Me too.

How to use competition to win business

Sharon Drew Morgan

Sometimes our offering seems similar to others - obvious to us, but indistinguishable to our prospective clients. Do some research on Google to find out where they are advertising, or who they are partnering with, or where they have articles placed or when they are doing webinars. Your best business driver is your competition. They keep you awake, aware, honest, and creative. Price.

Selling Strategies: Develop the Habit of Going the Extra Mile By John Boe

Sales Training Advice

word-of-mouth advertising within your marketplace. One happy customer who is given exceptional service can influence more prospects to do business with you than $10,000 worth of traditional advertising. By Susan Cullen Advice On How to Avoid Becoming a Digital Prospecting Lemming By Kendra Lee The Only Qualifying Question You Really Need By Mike Brooks Unbreakable Rules of Sales Calls by Art Sobczak How Are Sales Like Jump-Starting Your Car? Going the extra mile enhances customer loyalty, increases sales, and promotes positive. By Clayton Shold. Sales Strategies

Nine Reasons Why B2B Marketing Should Own the Teleprospecting Function

B2B Lead Blog

Tweet Over the last several years, according to MarketingSherpa, marketing departments are increasingly taking responsibility for tele-prospecting. Why And certainly not brand advertising. This Why do you suppose that is happening? Let me be clear: teleprospecting is not selling something over the phone, a function that remains squarely in the sales organization. For good reasons.

10 Steps Toward Effective Social Media Marketing - Think customers.

The 1to1 Media Blog

Advertise. However, while effective use of social media is important for companies, they should not forget about the power of email, which remains a very important tool for reaching out to customers and prospects. Companies need to be where their customers and prospects are and email is still a predominant channel for communication," he said. Connect your social sites to email so that its easier for your customers and prospects to connect with your company in the way they prefer. By Cynthia Clark on December 15 2011 06:01 AM. 1to1 Magazine. Issues. Marketing.

Financial Advisor: You Must Match Your Message with Your Desired Image

Sales and Management Blog

Some stick their business cards to bulletin boards at restaurants or under windshields in parking lots, send unsolicited emails, fax fliers all over town, invest in direct mail, buy leads, or purchase expensive advertising.  Yet, few invest their time and money in learning more sophisticated prospecting and client acquisition methods. When acquiring complex and sophisticated services such as financial products and guidance, prospects want to work with an adviser they believe to be expert. . The relationship converts the prospect, not the overt “selling.”.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. Other leading content providers such as Olgilvy Advertising and agree. July 29th, 2011. July 29th, 2011. July 29th, 2011.

Is It Really a 2.0 World for Sellers?

Sales and Management Blog

Certainly this is a message that many businesses and salespeople want to hear.  No more having to cold call.  No more having to figure out where to advertise—yellow pages? Focus on social media and the virtual world and grow your business without having to invest a dime or spend hour after hour prospecting and hearing ‘no’ after ‘no.’  Most salespeople need to engage social media as a prospecting and marketing tool. world when we are not going to be able to engage with the majority of our prospects.  Can we connect with prospects?  going on 3.0) Magazines?

"Southwestern Made Me Successful!" Causation vs. Correlation.

Southwestern Advantage

Does advertising on the Super Bowl make your brand successful? think it’s more likely that successful brands advertise on the Super Bowl. ” ” KLynn Kennedy says: February 18, 2011 at 2:05 pm. Tim Langley says: February 18, 2011 at 6:05 pm. Pete Burgess says: February 18, 2011 at 6:52 pm. Jaselyn Taubel says: February 23, 2011 at 2:08 pm.

How to part as friends

The Sales Blog

Second, and maybe more important, speaking poorly of your past clients is an advertisement to new your clients of exactly what they can expect from you when their engagement with you ends. Your prospective clients are researching you on social media before they buy from you. How to part as friends is a post from: The Sales Blog | S. Anthony Iannarino. couple nights ago I was speaking to a friend on the telephone. She told me a story about a consultant that won a big client, their dream client. This meant parting ways with the consultant. The consultant’s feelings were hurt.

The Pipeline ? Sales Alchemy

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. Gary Hart’s career as an advertising, marketing, and sales executive began in 1971. Prospecting. Home About The Pipeline. Contest. Search.

Solutions to Your Small Business Sales Challenges | Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 19, 2011. Maybe a media representative suggests a new advertisement. So, “pop” off they go with new advertising. Then an advertising agency suggests a new brochure and off they go again. Any system should start with a thorough understanding of prospect’s needs and interests. prospect. prospecting. prospects. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011.

Traits of the Best Teleprospectors

B2B Lead Blog

When they conclude a conversation with a prospect, we want that prospect to feel like the call added value to his day – regardless of his timing to buy. It can typically take 8 to 19 calls to reach a prospect. They must be able to put themselves in their prospects’ shoes and anticipate their needs. worked in print advertising, but it didn’t resonate.

The Pipeline ? Presenting to Donald Trump

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. The question you must face first, though, is Why do people of wealth and status intimidate you, in a way “normal” prospects don’t?  Prospecting.

Brent's Social CRM Blog: Tweet for a Chance to Win a Free Dell.

Social CRM

September 28, 2011. Winner will be selected in a random drawing from all eligible entries received on or about 12:30PM – 1:30PM EDT on September 29, 2011. Potential winner will receive a direct message from me (which is the reason you need to follow me until a few minutes after 1:30pm ET) through Twitter account used to enter the Promotion on or about September 29, 2011.   And even if you don’t win the laptop, you’ll get chance to pick up some great tips that can help you build better relationships with customers and prospects looking for reliable business vendors.

Get Schooled on Customer Engagement - Think customers: The.

The 1to1 Media Blog

Advertise. These leaders provide inspiration and guidance to our students and prospective students alike," Vlessing said. The university also posts videos of student success stories--both user generated and professionally produced--so prospective students can make that more personal connection to the student experience and the benefits students have gained by getting their degree. By Ginger Conlon on November 18 2011 02:43 PM. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Content Channels. Customer Experience. Marketing.

Webinar Replay: How to Integrate Social Media/SEO to Drive More Leads and Increase Marketing ROI

B2B Lead Blog

Through feedback from thousands of in-the-trenches B2B marketers, including hundreds of CMOs, Sergio reveals: Why social media is critical to improving your search rankings, engaging prospects and making them eager to buy. Prospects aren’t only searching the web for information; they’re searching for videos, blogs and real-time discussion. View and download slides via SlideShare.

Share a Story to Drive Sales Leads

Modern B2B Sales

by Carol Fox Conventional wisdom holds that a lead’s fate is decided by the prospective customer, not the sales person. From advertisements and infomercials to online product reviews and social media, prospects are always ready to hear personal accounts about life with your brand. Focus on the prospect, not the product. Fiction is fine. Create some drama!

Lessons from a B2B Summit Coach: Five Steps to Cut through the Noise, Turn off the Hype and Create a B2B Social Media Program that Works

B2B Lead Blog

They blasted online and national TV advertising everywhere throughout the country. Apparently, no matter how passionate they are about a sport, his audience clearly wasn’t thrilled with the prospect of displaying that passion to their entire nation. Why is she so certain? Read more about who attended here.)  . Here’s what she has to say about her experience. Know your audience.

4 Steps to Embarking on a Mobile Strategy - Think customers: The.

The 1to1 Media Blog

Advertise. This attachment to smartphones is giving companies a great opportunity to reach their customers and prospects around the clock and wherever they are. By Cynthia Clark on December 29 2011 05:30 AM. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. Sales Effectiveness. Social Media. Voice Of The Customer. Web Exclusives. RSS Feeds.

SAP 10

Inside Campaigner: Campaigner Helps East Bank Club Get into.

Inside Campaigner

Wednesday, March 23, 2011. Due to the vast amount of services offered, staff members must be able to keep their current and prospective members informed of new offerings and promotions on a regular basis. Relying primarily on word of mouth for marketing, they did not invest in outside advertisements. ▼ 2011. (31). Small Business Influencer 2011: Vote for j2 Global. skip to main | skip to sidebar. Campaigner Helps East Bank Club Get into Shape with its Customers. Campaigner Helps East Bank Club Get into Shape with its Customers. The Customer. at 11:03 AM.

What's new in lead generation? - About Leads, BuyerZone's lead.

Buyer Zone's Lead Generation Blog

Mar 8, 2011. 8:00 AM. advertising will be phasing out. In MarketingSherpas 2010 and 2011 B2B. website, the more likely prospects will be drawn in. December 2011 (10). November 2011 (9). October 2011 (8). September 2011 (5). August 2011 (1). July 2011 (2). June 2011 (7). May 2011 (4). April 2011 (4). March 2011 (7). February 2011 (8). January 2011 (5). About Leads. BuyerZones About Leads blog is your chance to learn from the experts in online lead generation. industry.

B2B 8

Who is Your Lexus? | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 12, 2011. Could you get a better form of advertising than that? prospect. prospecting. prospects. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. iTunes.

Trust on Decline Unless You’re Recognized as an Expert Study Finds

Sales and Management Blog

His findings are most interesting for sellers and small business owners even though his real target is larger corporations engaged in constructing advertising and public relations campaigns. That’s a lot—and most of us probably give up on a prospect long before they’ve heard our message nine times. Leanne Hoagland-Smith suggested I take a look at a very interesting post by Steve Rubel that draws attention to some recent research his company, Edelman, the largest PR firm in the world, has done in the area of trust.  According to Rubel, “This is a trend that began last year.

Quality, Not Quantity: Why All Those Leads May Be Getting You.

The 1to1 Media Blog

Advertise. Often the prospects marketing provides to sales professionals stop at a dead end, with marketers failing to follow-up or nurture leads to the point of maturity. Marketers believe they have done their job simply by passing those leads on to sales, yet too few marketers have actually contacted or qualified the inquirers to see if these potential long-term suspects may actually become short-term prospects. A Two-Way Street. By Anna Papachristos on December 15 2011 01:00 PM. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Content Channels.

Do You Know "The Truth About Leads"?

Jill Konrath's Fresh Sales Strategies Blog

He's the CEO of PointClear, a company that does outsourced prospect development for B2B sales organizations. As Qualified sales opportunity, sales-ready opportunity, marketing qualified opportunity, suspect, prospect, opportunity, pipeline and scores of other words or phrases are used to replace the word “lead.”   Marketing has been rendered powerless in most companies.This function is often seen as one dimensional, responsible for trade shows, advertising, brochures, websites and in some cases, social media. Enjoy my interview with him.   2.

Selling Strategies: Objections are Buying Signals By Robert Terson

Sales Training Advice

He sold insurance, sewing machines, garbage disposals, cookware, wigs and other hair goods, and advertising. Objections are buying signals: the prospect who objects is displaying interest, which you can deftly rebut to your advantage—a selling-Ju-Jitsu move. The prospect who says nothing, gives you zilch to work with; there’s little you can do except keep digging to find out what’s on his mind. The prospect who absolutely loves what you’re selling but isn’t buying and won’t tell you why, as my father said, “That guy you can forget about altogether.”. Indeed.

Blog World LA: The State of the Blogosphere & the New Media.

Brian Vellmure

November 7, 2011 By brianvellmure 2 Comments. Most execs are interested in learning more about how trends in human communication are shifting , what it means at the macro scale , and ultimately what it means for their companies, and respective customer and prospect communities. March 9, 2012. Posts. Comments. Topics. All Posts. Customer Experience, Acquisition, and Retention. Lists.

Think You’re Meeting and Exceeding Your Client’s Expectations? You’re Fooling Yourself

Sales and Management Blog

Buzz phrases are everywhere—in our daily conversation, in advertising, and in our business communications.  You see it and hear in advertising.  It’s on the lips of almost every salesperson.  It’s parroted by executives from the smallest mom and pop shop to the largest of international corporations.  No matter whom the “customer” is—an internal department, a purchasing prospect, a vendor, a supplier, a distributor, a job applicant, everyone in every department is out to exceed their customer’s expectations. . Every prospect and customer is different.  They expect.

They’ll Buy if They Like You By Robert Terson

Sales Training Advice

When a prospect likes you, sales resistance disappears like a burnt off morning fog. If your prospects like you, they’ll have the same strong desire to buy from you, especially if you dazzle them with your presentation a la Andy Pasek. Likeability, ignore it and you’ll push the envelope of providence. __ Robert Terson spent 40 years fearlessly selling advertising to small businesspeople; his passionate purpose as an author and speaker is to enlighten and inspire you to be a far better salesperson than you are now. How and for what purposes did we use them? Thanks, Andy!

Celebrating 10 Years of the Avangate Affiliate Network

Software Business Blog

Of course, all the success is thanks to our beloved clients – both advertisers and affiliates – who trusted the network, helped it gain momentum and sustained its growth over time. A few lessons from our history. History lesson: Content is a great way to convert prospects, educate affiliates for a specific niche and raise brand awareness. We appreciate their involvement immensely.

#1 Way Salespeople Destroy Profit | Sales Motivation and Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. Leave that to your marketing or advertising department.  prospect. prospecting. prospects. December 2011. November 2011. October 2011. September 2011.

The Truth About Converting Customers And Four Tips To Make It Easier


Like Walter Bergeron, our 2012 co-Marketer of the Year winner, who attended the Fast Implementation Boot Camp one year ago in September of 2011. In other words, there is a period of gestation between when your prospect finds out about you and when he or she buys. The salesman asked three questions and closed the sale… he didn’t see all the other stuff that lead up to it, nor did he see what else those prospects may have done.”. This also means that you can’t expect a prospect to immediately convert to a customer. ” I love stories like this. Create systems.

Eyes on the prize for 2011 - About Leads, BuyerZone's lead.

Buyer Zone's Lead Generation Blog

Eyes on the prize for 2011. So, lets keep our eyes on sales and marketing trends for 2011 so that we dont start the New Year off on the wrong foot. Here is a roundup of trends for 2011: Thursday, December 16, at 1 pm ET eMarketer will hold a FREE webinar -- Key Digital Trends for 2011. The first on 2011 Demand Creation Trends from the Canadian Marketing Association. The second article is a great Australian sales blog post on the 12 Sales Trends for 2011. They pose a few creative ideas on prospecting, incentives, and CRM. December 2011 (10).

Join the Global Business Cocktail by Fabrizio Faraco

Increase Sales

The first one populated a lot of blogs following the dissemination of outcomes of a Forrester Consulting survey compiled for Facebook in December 2011  to evaluate how marketing leaders are building brands in the connected world. Marketing and advertising were the same thing, and the job was to promote what was made. The marketing is the product. agree on both assertions. think so.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B


LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. He is the author or co-author of five books, including Social Marketing to the Business Customer(2011), the first book devoted entirely to B2B social media marketing. I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. blog accompanying the podcast provides a link to this data.


Delicious Sales

Prospecting (4539). Advertising (694). Advertising (694). 2011 (3304). So many prospects and clients to kill, so little time.  But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day.  Topics Major Topics. Sales (12918). Marketing (6398). Training (4995). Tools (2872). Concepts.