The last few years have seen an explosion of software tools to assist in the sales and marketing functions.  These tools sprang from needs to capture specific data for reporting…

Lately our Drive Train program has been favorably compared to the popular Jigsaw data service.  This is great development for us as it draws into a very clear comparison to…

It’s been clear for a little while now that LinkedIn is the leader in business to business social media.   If your business sells to or buys (or recruits) from other…

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…