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Lead Generation Strategies – It’s Just Marketing, Part 4

11 Marketing Competencies Every Organization Must Have (Or Have Access To) So who is going to actually do all this stuff? How is marketing going to deliver? What competencies, what solutions, and what technologies does marketing need to have at their disposal? This is an incredibly confusing landscape and every vendor seems to have their own secret-special language (gibberish) they …

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Lead Generation Strategies – It’s Just Marketing, Part 3

6 Outcomes Marketing Departments Owe To Their Organization So let’s talk about what it is that marketing needs to focus on delivering to their organizations. Again, there should not be many surprises here, but I believe there is high value in agreeing on formal expectations. Once the categories are agreed upon, specific metrics and measures can be set up for …

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Lead Generation Strategies – It’s Just Marketing, Part 2

New Marketing Landscape: 4 Fundamental Shifts A couple of major changes have taken place in the world of marketing over the past decade, and these drive the entire conversation. I refer to these as “shifts in the landscape”, and while it is not my intent to be profound here (I believe these trends are well acknowledged), I just want to make …

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Lead Generation Strategies – It’s Just Marketing, Part 1

The Changing Role of Marketing in Business Most know me as someone who is focused on and passionate about sales. Throughout my career, I’ve done more than my fair share of poking fun at marketing folks and their sometimes-nebulous role in supporting revenue generation. However, I’ve always believed that marketing is a key contributor to an organization’s long-term success. Up …

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Sales Process Development – A Salesperson’s UN-Learning Curve

Why Salespeople Get Worse Over Time I’ve written a lot lately about the importance of role-playing and individual sales coaching for sales process development. The way this works is I set myself up as a prospect in their CRM and simply appear as someone in their queue. When my name pops up in their SalesForce.com instance, they dial me up …

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Executive Sales Training – Role Play Exercise for Recruiting

Using Role Play as Part of the Sales Interview Process Mark, I am making the assumption that by ‘case study‘ you mean incorporating some standard role-play exercise as part of the interview process. If that is the case then my answer is: Absolutely! Though it may sound funny, I put candidates through a role play that everyone can understand…selling a car. The …

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Lead Generation Strategies – The End of an Era

Content Marketing is Dead I remember the day that I walked into Costco and saw a table laid out full of Ed Hardy T-shirts and hats. For those of you who don’t remember Don Ed Hardy, this was a flash in the pan fashion trend started by a tattoo artist or something like that. Basically they were gaudy shirts that for …

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Lead Generation Strategies – Talk With Your Clients, Not Above Them

Stay Out of The Guru Zone! A significant percentage of my ideas for posts come from two places. One is, not surprisingly, conversation with my clients. I very much enjoy sharing experiences they are going through in the hope that others might benefit. The other source of inspiration for content is the really smart people I am fortunate to hang …