Ripening prospects
I enjoy a mango. But as I am not an inhabitant of South Florida - where they literally grow on trees – I do not always know when they are…
Nurture. Don’t Dust.
A recent study from Marketing Sherpa shows that 59 percent of marketing efforts still don’t include nurturing programs. That means that leads sent over from marketing campaigns are dropped when the…
Cold calling? Really?
I recently read a blog entitled “How to improve your cold calling techniques” or something like that on a fairly reputable B2B website. I read blogs with that type of…
A little luck…and a plan
We have connected several clients with long sought-after prospects with just a simple question - and the right contact information. Seems easy enough, right? Why couldn't the client do it…
Suspect vs. Prospect
There are two types of people in the universe of lead generation: Suspects and Prospects. Some people don’t know the difference between the two – and it’s an important difference…
Practice what you preach
During a networking group discussion about best business practices, a panelist mentioned listening to your prospect first as a technique that will help you make an on-target pitch for their…
Database shrinkage
Remember the “Seinfeld” episode when George exclaimed that his less than impressive package was a result of a cold water swim that resulted in “Shrinkage!” and that it was not…
Lessons from the (failed) motorcycle sale
A couple of years ago I thought it was a great idea to buy a motorcycle. It was, at the time, a fun thing to have. After a few life…
Your prospect’s favorite topic
I was talking with a prospect last year who asked me what Rally does. We do a couple of things, and I assumed I knew which platform he wanted to…
Electronic behavior: the silent qualifier
Traditionally, the qualifying phone call has been the most effective way to determine whether someone is ready to buy. But modern electronic advices such as Google analytics and marketing automation…
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