Rally Prospecting is now Prospecto | Read about it here
A lead qualification survey conducted this spring by MarketingSherpa clearly articulates the disconnect between sales and marketing: that each defines “qualified lead” completely differently. For example, 80% of respondents indicated…
The Internet has provided both prospect and prospector with advantages in the sales process: as the prospector, you can now dutifully research your prospects and target with pinpoint accuracy those…
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…
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…
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…
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…
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…
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…
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…
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…
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