Sales and Marketing Management

SEPTEMBER 17, 2018

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. To back up your claim, link to a case study on your website that provides more details. Add a Call to Action. Just update it as necessary.

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

Pointclear

NOVEMBER 13, 2017

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads.

Media 266

Media PointClear Sales Qualified Lead Direct Mail 266

Partners in Excellence

FEBRUARY 26, 2020

Someone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article. I’ll look at a variety of aspect of cold calling. What is cold calling?

Cold Calling 111

Cold Calling Direct Mail Ideal Customer Profile Channels 111

No More Cold Calling

JANUARY 14, 2021

Register for Back in The Black Sales TV—first episode on January 19. And certainly not when you cold call. Newsflash: Most CEOs do not respond to cold calls or emails, and neither do their gatekeepers. A lot of them keep calling, hoping to eventually get past her. They know it’s a pesky telemarketer calling.

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

Sales and Marketing Management

OCTOBER 11, 2019

Author: James Obermayer It was early September, late in the afternoon on a Friday, as I remember, when the company president called me into his office. Please get back to me on Monday and let me know where you can cut.”. “We We can cancel the 100,000-unit direct mail project we have scheduled for mid-September,” I said.

Marketing 149

Marketing Trade Show Direct Mail Top of Funnel 149

Pointclear

FEBRUARY 8, 2017

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. So what can b-to-b companies do to get back on track? This powerful medicine breathes life back into flat lining sales profits. It’s the quality of the leads. Create value.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Adaptive Business Services

FEBRUARY 5, 2020

So, that leaves us with direct mail, SMS, attraction marketing, and face-to-face cold calls. Direct mail? And … we are now back to 1977 when I first got started in B2B selling … Face-to-Face Cold Calls. Bring donuts and you have Enhanced Face-to-Face Cold Calls. Get active.

Face-to-face 121

Face-to-face Direct Mail Cold Calling Ideal Customer Profile 121

SBI Growth

NOVEMBER 11, 2012

Direct Mail. Physical mail has seen a big come back. B2B Direct mail was crushed during the advent of email marketing. Today, physical mail gets noticed. A well done B2B mail piece today is the equivalent of seeing a classic 1966 Mustang Fastback in the parking lot.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

Increase Sales

JULY 14, 2015

Research from 2007 suggested it took three (3) cold call attempts to connect with a prospect. I can personally attest that of the half dozen direct mail pieces I received from different local real estate agents, not one went beyond the three (3) contacts. Note: Direct mail is a cold call attempt.

Real Estate 70

Real Estate Direct Mail Cold Calling Advertising 70

Understanding the Sales Force

SEPTEMBER 14, 2014

All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat and later, ship. Years ago, much of the mass marketing that didn''t appear in newspapers and magazines was in the form of direct mail campaigns. Back then a PC''s primary use was for spreadsheets and word processing.

Prospecting 274

Prospecting Face-to-face Direct Mail Travel 274

Increase Sales

JULY 2, 2015

For example, after listening our home as For Sale By Owner (FSBO) one of the first marketing direct mail pieces I received from a local realtor here in Northwest Indiana had the following headline: How about 3%? This direct mail piece came without personalization and from a complete stranger. However, he never called.

Direct Mail 70

Direct Mail Real Estate Leads Marketing Qualified Lead 70

Pointclear

APRIL 24, 2018

times more likely to respond to a quality multi-touch campaign (calls, voicemails, emails, and in some cases direct mail) than are their direct reports. direct mail and personalized tele-prospecting outreach).”. More importantly, these high-ranking executives are about 2.5

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Increase Sales

JANUARY 2, 2016

Sometimes these direct mail campaigns can last for a week or several months. Here is one recent direct mail piece I received. Overall this direct mail postcard had a few pluses, but far more negatives. Qualifications return my brain and the brain of many others back to educational and work experience.

Real Estate 70

Real Estate Direct Mail Marketing Decision Maker 70

Adaptive Business Services

APRIL 12, 2023

However, everything, videos and documents that were associated with that course were backed up on my Google Drive. My first eBook was called “Focused Social Selling”. Why reinvent the wheel every time? The course ended up being a total and abysmal failure. I killed it off, put it out of its misery, in November of 2022.

eBook 71

eBook Direct Mail Webinar Metrics Course 71

Zoominfo

MAY 10, 2018

You make too many cold calls. You don’t need to work in sales to know the phrase, “cold calling.” Cold calling is a classic sales technique, but many sales professionals question its effectiveness. Less than 1% of cold calls result in a sale. Cold calling is ineffective 90.9% of the time. We say, not necessarily.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

No More Cold Calling

JANUARY 24, 2019

Have you ever met a salesperson who enjoyed cold calling? How about a buyer who enjoyed receiving cold calls? Not only is cold calling tortuous for everyone involved, it’s one of the reasons that only 54.3 Cold calling doesn’t address the top two challenges that sales teams face. What about “warm calls”?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Cience

OCTOBER 27, 2020

However, like Eric Quanstrom, CMO at CIENCE calls out almost daily: “With inbound, you get what you get, but with outbound, you get who you want. ”. But outbound is back, and the right multi-channel strategy is the ticket to accelerate and scale growth. The Throw-Back Channel: Cold Calls. Yes, yes, we know!

Outbound 63

Outbound Campaigns Channels Ideal Customer Profile 63

Increase Sales

NOVEMBER 8, 2012

I have attached our programs, but please keep in mind if you are interested please contact me today because after today the prices go back to normal. Post Card Direct Mail Campaign. I have had several clients construct such postcard direct mail campaigns and realize an almost 50 to 60% conversion rate.

Direct Mail 137

Direct Mail Advertising Advertising Marketing 137

Sales Hacker

DECEMBER 27, 2018

In some cases they even change back to how they were a few years ago! Call it “social selling” if you want, but it’s simple: the best sales reps today just understand that they need to be where the buyer is. Finally, tech is being built to make that easier than ever with personalized video, direct mail, LinkedIn, etc.

Trends 104

Trends Direct Mail Intent Data Channels 104

Sales Evangelist

OCTOBER 20, 2019

Their company was shut down by the government and he needed to come back to the states. When everything worked out well, Rylee stepped back from presenting and started doing coaching, training, and teaching their sales reps. Rylee’s team uses direct mail. The response they get from direct mail is crucial in any campaign.

Direct Mail 72

Direct Mail Networking Hiring Call-back 72

Sales Hacker

JULY 15, 2019

We’ll dive deep into the origins behind the business, the developments in event and in account based marketing, why direct mail and sending physical objects improves conversion rates through your sales cycle, and a lot of different conversations about how to grow and expand an early stage company as the co-founder and CEO.

Ideal Customer Profile 47

Ideal Customer Profile Account Based Marketing Direct Mail Conversion 47

No More Cold Calling

OCTOBER 5, 2017

It also made me curious: Why is it that posts about lead generation for account based sales never mention referrals , but tout emails, phone calls, videos, custom content, direct mail, social media, ads, webinars, events, testimonials, case studies, etc.? When reps get referral introductions, they get every meeting in one call.

Referrals 279

Referrals Top of Funnel Account Scale 279

DiscoverOrg Sales

JULY 3, 2018

Refresh cold leads with web form go-backs. Let your sales development team go after them like cold leads – a phone call, an email sequence, maybe even a direct mail piece. Or is the timing better now if we just go back to the main point of contact we had the first time around?”. Not always.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

Pointclear

JANUARY 26, 2018

Multi, multi, multi (which is multiple dials, voicemails, emails and in some cases direct mail across several sales cycles) has been re-termed “Cadence.” We think that’s great, because it’s a lot easier to say than what we used to call it. Many of the leads we generate for clients are the result of a call back or email reply.

Sales Qualified Lead 100

Sales Qualified Lead Lead Generation Direct Mail Call-back 100

Increase Sales

JULY 8, 2015

Send an impersonal marketing message or make one phone call. Of the real estate agents who engaged in direct mailing me their marketing messages, several stopped after the first direct mail piece. Not one real estate agent made more than three direct mail attempts. Never go beyond three contacts.

Real Estate 70

Real Estate Direct Mail How To Commission 70

Close.io

NOVEMBER 25, 2019

Between running a team and sitting in six different meetings a day, I simply don’t have time to answer 50 calls and 25 emails from people I already know are trying to sell me something. I even pay for a service to screen calls before they get to me. But how exactly are teams leveraging direct sending? I’m too busy.

Scale 76

Scale Direct Mail How To Inside Sales 76

Zoominfo

FEBRUARY 25, 2015

You just spent 30 minutes researching your prospect; calling him and leaving him a voice message, then you sent THE PERFECT EMAIL. After a couple of emails and a couple of phone calls from a sales rep, I am not convinced yet that you are serious about working with me. Then he called and emailed me another 5-6 times. 300 – easy.

Prospecting 100

Prospecting Direct Mail Call-back Cold Calling 100

Pointclear

AUGUST 27, 2013

So, you’ve had about 9,600 inquiries…were they called?” They tell me they’ve been called,” he said through clenched teeth. I can’t ask the salespeople to call all 9,600 inquirers again; we only have 30 salespeople.”. Leads who had answered at least 50% of the profile questions on the web/exhibit/direct mail forms.

Telemarketing 184

Telemarketing Leads Marketing Qualified Lead Sales Management 184

Sales Hacker

DECEMBER 11, 2020

These books are informative, full of new ideas and strategies, and make excellent end-of-year gifts for prospects looking to sit back, unwind, and destress over the holidays after such a tumultuous year. Direct Mail vs Digital Marketing: What Data Shows Works Best. Direct Mail. By Steven G.

Prospecting 101

Prospecting Direct Mail Face-to-face Pivotal 101

Pointclear

JULY 20, 2016

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. That success did not even include one “win” that I will call an outlier. You are my conscience.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

No More Cold Calling

JUNE 9, 2015

Would you rather give up sex for one month or make cold calls for a week? The only activity they deemed worse than cold calling was getting a root canal. Sure, this research was conducted a few years back, but it’s even more applicable today. This all amounts to cold calling. What do salespeople dread most?

Cold Calling 120

Cold Calling Referrals Direct Mail Call-back 120

DiscoverOrg Sales

SEPTEMBER 13, 2018

How to get creative with direct mail. Here’s a common process our sales team has used successfully: Day 1: Call the prospect. Day 2: Call again and leave a message if you don’t get through. Day 3: Call again and leave another message. Give me a call.” How to get creative with direct mail.

Intent Data 162

Intent Data Strategy Hiring Marketo 162

Sales and Marketing Management

FEBRUARY 8, 2021

Even in the pandemic, many B2B companies tried to adapt that approach to the new world order by simply shifting in-person sales presentations to video calls. Successfully navigating a digital transformation requires what the authors call “digital masters.”. People don’t have the same trust they had with businesses back in the day.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

Hubspot Sales

SEPTEMBER 2, 2018

What separates the best calls on your team from the worst? It’s important to know the calls that get demos and deals vs. those ending with upset prospects or hang ups. With this information, I can see calls are qualified and whether our call playbook is working. Direct mail campaigns. Built-in dial analysis.

Campaigns 71

Campaigns Top of Funnel Direct Mail Lead Rank 71

Partners in Excellence

DECEMBER 2, 2018

In those days, direct mail/direct marketing was still a primary communication channel. Fast forward to today, everything is electronic (though some direct mail is making a comeback because it stands out as different). Expert Advice On Direct Marketing: SPAM Is The New… Your Marketing Is Driving Me Away!

Direct Mail 84

Direct Mail Campaigns Lead Nurturing Call-back 84

No More Cold Calling

JUNE 23, 2019

They get meetings with decision-makers in one call, outpace the competition, uncover pressing problems, and build relationships that drive sales (and more referrals). Even if your referral source says yes, you’re still cold calling. The only way to make hot calls is to be an expected call. It doesn’t have to be by phone.

Referrals 297

Referrals Scale How To Lead Rank 297

Zoominfo

APRIL 29, 2020

You can use paid social ads, email drips, phone calls, and sometimes even direct mail to make sure. Call cadence. If your company has an outbound sales team, share your lead list with the sales team and ask them to make some calls, inviting the prospect to book a meeting, schedule a demo – or at least stop by your booth.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191