Shhhh…My prospects are sleeping
The deafening silence we’re experiencing after sending out 43,000 emails through or demand generation platform is music to my ears. It means our prospects are sleeping, at least, that’s how…
Innovation isn’t just for weekends
I read a blog recently by Fast Company that really fussed at people who just sit around thinking about innovation instead of doing it. A couple of weeks ago I wrote…
What NOT to put in an email
I listened to a webinar from our friends at Vertical Response, and these are their email no-nos. Not that you would ever, but don’t put: Apply now As seen on…
Passive or Aggressive?
A recent article by Marketing Profs pointed out why social media isn’t working as well as we thought it would. A free Facebook page? It sounded like the answer to every…
Is the right person asking?
As a kid, you knew which parent would answer to your liking, depending on the question. For more ice cream, you asked your mom. For an ATV, you asked your…
Are you innovating?
The beauty of small business is that we can innovate at a much faster pace than large companies; we don’t have the layers, the bureaucracy, the red tape, the obstacles…
Speed vs. Endurance
As we ran across the Cooper River Bridge with 43,998 other people recently, I thought about the run in terms of prospecting. Really, what else is there to think about…
Have you showered today?
Prospecting is like taking a shower; you have to do it everyday in order to prevent spoilage, if you know what I mean. Many sales teams forget about prospecting during…
A Perfect Database
Is there such a thing? The top fear in database sales is overcoming our prospect’s last bad experience with a database that had out of date information, wrong information, wrong…
Your brand, three ways
In the development of your business, your task comes first – the widget you make, the expertise with which you consult, the process you provide. Second, you had to call…