View Post

Sales and Marketing Website – What’s in My Bookmarks Folder?

I spend a lot of time crawling around the World Wide Intraweb looking for great ideas as well as ways to make my site more engaging and accessible. When I come across a great sales and marketing website, I bookmark it! (Creative right?) Over time, this list is subject to a ‘natural selection’ process as I cull those that a) …

View Post

Blog Optimization Tips for the SEO Novice

So you’ve written an outstanding blog, and you want the whole world to read it. I’ve got good news and bad news for you. Bad news: Congratulations, your work’s not finished! Good news: It’s not that hard to get yourself found. Here’s the reality: I have no doubt you’re a rock star and that you’ve written something that is going …

View Post

Business Emailing for Sales Professionals – A ToutApp Review

This week, I had the opportunity to speak with the folks from ToutApp, a San Francisco based start-up that has launched a slick and cost effective business email creation and management tool designed specifically for sales teams. ToutApp founder Tawheed Kader started the company in 2010. Legend has it that after his first choice for a name was taken, he spent the weekend buried …

View Post

Sales Process Improvement – Four Proposal Pitfalls

I’ve stopped writing proposals altogether and don’t even use written contracts anymore. All the work I perform is done on a handshake, or an email recap at most. For most companies, however, the proposal remains an important and integral part of the selling process. This article is about some ways that proposals can cause problems for your sales process improvement …

View Post

Executive Sales Training – The Art and Mastery of Cold Calling

Selling is an art form consisting of a few simple actions that must be performed consistently and flawlessly. At the same time selling is a linear discipline. This means activities happen one at a time and, generally speaking, some activities need to happen before others. This article will discuss one area of selling that, if mastered, will dramatically improve your …

View Post

Lead Generation Strategies – 4 Simple Referral Tips

I’ve been working with clients a lot on increasing referrals for their lead generation strategies. Specifically, I’ve been helping them set up a systematic process for nurturing their referral network. About a week ago, I received a professional looking and well-designed email solicitation from a local marketing company. It was a flashy announcement for their referral program, which I would …

View Post

Qualifying Prospects – Seek “Ideal Target”, Not Budget

For some time I’ve been meaning to post about the topic of qualification. The traditional way of qualifying prospects requires evaluation based on budget, timing, need, and decision process. Often, these elements are even used to judge whether marketing has delivered a viable lead. Fundamentally, I don’t agree with that approach. A Modern Approach to Qualifying Prospects While need, budget, …

View Post

Lead Generation Strategies – How NOT to Use Social Media

Sales Prospecting Methods – A LinkedIn #fail I received a LinkedIn ‘InMail’ yesterday. For those who don’t know what that is, it’s LinkedIn’s paid service that allows you contact folks who are not in your direct network. I’ll let you read this train-wreck and then offer my comments below. “Subject: Let’s Talk, I’m Marketing Specialist for your Industry The landscape is changing. With …

View Post

Executive Sales Training – Connecting With Prospects

Another Aha Moment – Earning Your Story Last week I wrote about the ‘Aha Moment’ that happens as salespeople master the process of Artful Discovery. This week, I had the good fortune to be part of another experience, which happened during an in-person sales call with one of my client’s salespeople. I went along on the meeting because Steve had set …