There is a school of thought that says only highly qualified leads are worth passing to sales; that salespeople's time is too valuable to be spent on opportunities that aren't…

1. A high quality database gives you marketing options. A good database will include at least the following: Company Name, Prospect Name, Title, Phone, Physical and Email Addresses. This allows…

Is email passé? Has it gone the way of the fax machine? Some people would have you believe just that, but the smart money says that email is here to…

Experience teaches us a lot, but sometimes we need to be reminded of those lessons. Recently I got one such reminder in an email from Russ Davis of The Sandler…

We've all heard them. It's the sound of unreturned emails and phone calls from a prospect that you thought was a serious buyer. An absolutely maddening sound. You found a…

There are two main problems with cold calling. 1) If the topic is not timely and pertinent then it is avoided. A cold call is always untimely by definition. As…