Tag Archive for: sales management

Amazon.com and Business to Business Selling

by

Competing Against the Endless Aisle that is Amazon.com Do you have a thought leader that you follow on a regular basis? I have one that I consider a “stealth” thought guy. His name is Harry Joiner

Read more

The Account Based Approach: What Marketing Can Learn from Sales

by

The Account Based Approach: What Marketing Can Learn from Sales In past lives, I’ve been witness/participant as the Marketing/Sales or Sales/Marketing disciplines have battled one another. Sales thinking “What exactly do they do? We need more leads.” and Marketing thinking, “They don’t use anything we give them. They just want us to do their jobs […]

Read more

Using LinkedIn for Sales Prospecting

by

Using LinkedIn for Sales Prospecting Sometimes I’m my own worst enemy. Random comments turn into “Lunch and Learns” which sound simple enough, but due to a combination of procrastination and fear turn into complicated adventures. So it is with LinkedIn and Sales Prospecting. In a rant I said something along the lines of “Your people […]

Read more

Content Marketing and Lead Nurturing

by

Content Marketing and Lead Nurturing Conversations about leads have dominated my world for the last few months. I’ll toss out some ideas on the buzziest of the catch-phrases here. Inbound marketing, marketing magnets, attraction marketing. . .the goal is to attract business “organically” instead of having to go out and interrupt busy people. To catch […]

Read more

New Years Resolutions – Best Year Ever and Momentum

by

New Years Resolutions – Best Year Ever Years ago I made the resolution to have my best year ever. Actually, I do that every year but back in my infoUSA days was the first time I really meant it. I used to get a paper newsletter from Art Sobczak – the TeleSales guru and scratch […]

Read more

The Question Box for Sales Prospecting

by

The Question Box for Sales Prospecting Dipping way back into the archive for this one. Sales prospecting. Getting out and building some need around a problem that you solve.

Read more

Should I Leave a Voice Mail Message

by

Some quick thoughts on how to leave a voice mail message.  Yes. We’re going here. Since we’re in the midst of Election Season, the ads are coming in fast and furious. And the robo calls. And occasionally live person calls. Listening to these calls I am thrown back into my days working a call center. […]

Read more

Sales Pipeline Management

by

Sales Pipeline Management Quick hit today. In a waiting area today I could overhear a peppy sales person (maybe customer service person?) following up with a prospect/customer on the phone.

Read more