What Does Nurture Mean Anyway?

I am going to reference a blog post (http://tinyurl.com/m5mept) from a fellow "lead gener" who recently asked his audience a simple question about what to do with web leads; pounce, pause, nurture or wait? It is an interesting question for sure as everyone seems to be looking for the magic recipe in lead nurturing. Read More

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… Read More

Exemplar Customer Service = Customer For Life

What makes a customer for life? It starts with a great product that meets the needs of the customer but that alone is not enough. It also takes great customer service after the sale when things go wrong and no matter how great the product is - it enevitably will. Read More

Does Your Marketing Suck? (Part 2)

In my last post I suggested that Marketing should not give up control of the lead qualification process as it minimizes their ability to optimize lead generation efforts and investments. The common belief and tradition is that marketing should just generate more leads and sales will figure out who is ready to buy. This traditional approach worked great in days where the economy was growing and there were plenty of “ready to buy” prospects. In a shrinking or flat market, the “ready to buy” prospects are all but non-existent. Read More

Does Your Marketing Suck? (Part I)

Catchy title, isn’t it? Does the fact that some stranger somewhere is asking you if your marketing sucks piss you off? Or does it actually resonate with you insofar as you believe your marketing really does suck? Read More

Are The Leads Really Weak?

One of my favorite scenes from the movie Glenn Gary / Glenn Ross is when Jack Lemon suggests to Alec Baldwin that "the leads are weak." This classic sales training movie demonstrates that sales and marketing have been at odds for quite some time. Read More

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. Read More