July 23rd, 2012 by Laura Monn Ginsburg
Moment-of-Interest Marketing – It’s not just about timing
We talk a lot about Moment-of-Interest (MOI) Marketing around here because we truly believe in its necessity. Piquing someone’s interest today doesn’t ensure they’ll remember who you are tomorrow–or even an hour from now–which is why pursuing prospects in the moment of their interest is crucial. I could go on and on about the whys and hows of following up as quickly as possible in Read More
July 29th, 2009 by Mark Galloway
The Economy and The Telephone
The phone is, and always will be, an extremely important weapon in any sales person’s arsenal. There is no faster way to identify, qualify and secure opportunity than a personal connection with a prospect. However, since the economic downturn, using the phone has become even more difficult to drum up business. Every sales person knows the challenges inherent in cold calling: dialing and not connecting Read More
August 10th, 2008 by Mark Galloway
The Perfect Sales Day – Part II
So, what would it take to wake up each morning as a sales professional and only call on people who needed what I had to sell and actually wanted to talk to me?
June 4th, 2008 by Mark Galloway
Why Prospecting Puts a Damper on the Perfect Sales Day
Prospecting is certainly a key ingredient to successful sales results, but it is not a great ingredient in the perfect sales day for most sales professionals. While some love this aspect of the sales cycle, most abhore it. Why?
June 1st, 2008 by Mark Galloway
The Perfect Sales Day – Part I
I woke up the other morning and picked up my blackberry to find an email from my dedicated tele-sales wing-women. The email was concise and informed me about 10 top leads that I should focus on today. Next to each contact name was a direct dial phone number, a validated email address, and two sentences that provided context for why each contact was qualified and put on my top 10 list for the day. Just as I dialed and the first contact answered, I woke up and realized it was all a dream.