What to look for when thinking about outsourcing your lead generation
What to look for when thinking about outsourcing your lead generation
Cold calling, appointment setting and lead generation is unpleasant and difficult.
It takes a tough soul to call 100 people per day (100 people who know nothing about you) with a canned sales pitch while expecting a return call, appointment or a sale.
It’s no […]
New Report Published Today! The Trade Show Turning Point- How to make it worth the trip
Midmarketer.com just published a very useful report.
Gain some real-world guidance in how to give your trade show efforts better focus and better results from start to finish. You’ll be able to better create realistic expectations and objectives and crystallize your desired attendee response.
Download the PDF of our new report-The Trade Show Turning Point […]
Don’t qualify, disqualify
Good article all the way around but pay close attention to point #3 if you have a telesales or appointment setting component in your lead generation program.
“A good sales script is essential. It should contain four elements. Start with who you are (first and last name) and where you are from (your company). Then explain […]
Looking for sales? Find the bully with the juice.
Great post from Steve Martin at Sandhill.com - tips and thoughts for selling software in a recession.
The Bully with the Juice is the company’s equivalent of emperor Caesar. Only he can give his thumb up or down on the life-or-death decision to spend the company’s money. So even though you have won the evaluation and […]
Don’t sweat marketing measurement
Any marketing measurement system based solely on circulation, clicks, impressions, advertising equivalency or whatever is flawed.
The only measurement that matters is measurement that truly shows how effective you are at reaching your customers.
Traditional B2B marketing measurement is especially tough because anything you do impacts everything else you do. How does your PR impact your […]
The Intersection of Marketing and IT
I must say that the author of this article is really amazing
http://www.biztechmagazine.com/article.asp?item_id=410
No stupid deals!
A few days ago, while talking with Dan Neff at Aquent-IT-Solutions, he mentioned his “no stupid deals” philosophy. He sent me an email that describes this policy. It was a good email. I’m going to reprint it here…
We launched our business in 1996 with the goal of always doing what we said we would do. […]
Marketing is a habit
Ashley Poynter and I wrote this article…
Marketing is a Habit. Just like exercise, eating healthy or smoking, marketing is a habit.
People adopt habits by choice or by accident, but generally, the more complex the habit, the more on-purpose it is formed. Avid runners get into a running habit usually by setting aside a […]
So many ads, so few clicks
Great article here in BusinessWeek about the PPC ad market.
What will targeted pitches on Facebook and other sites do to reverse the shrinking response to online ads?
Facebook is one thing, but what is the equivalent of Facebook for the B2B community? And, if something like this does exist, how will all of this impact […]
Lessons Learned - When a Buying Group, Industry Association Makes Sense
An industry-specific association, buying group or consortium can provide many immediate and long-term benefits. These range from industry education and networking opportunities to focused advocacy among government agencies.
The manufacturing market in the Midwest, which is among the most diverse in the U.S., enjoys a comparably diverse collection of associations and buying groups that […]