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Cold Calling Leads – Sales Prospecting Strategy that WORKS

In a previous post I talked about how important it was to get past the first 12-15 seconds of a cold call, primarily because the prospect is reacting purely based on reflex (or habit). Not surprisingly, this is the zone where you are most likely to be rejected, hung up on or just plain ignored. Click Here for a FREE …

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Salesforce Best Practices to Ensure Success

If you’ve read my last two blogs, you should probably be asking is what it takes to actually be successful, right? If Salesforce.com is a tool but we have to have our act together in order to capitalize on it, then what are the things that you really need to make sure you have if you’re going to be successful? …

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Salesforce Advantages: A Great CRM if Used Right

After all the Salesforce.com bashing in my last post, you’re probably wondering why I do like it, and I’ll tell you, Salesforce advantages are pretty compelling. First of all, it really has the flexibility to do just about anything you need it to do, whether you’re viewing it as a custom user-interface, configuration, integration or an object association. I have …

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Salesforce Implementation Mistakes

Salesforce.com is a terrible process tool; however, I’m actually a huge Salesforce advocate and have implemented upwards of 290 Salesforce instances. By working with a client, if they’re using something else like Sugar or Microsoft CRM, I often end up teasing them because Salesforce is by far what I recommend sales organizations use more than any other tool out there. So …

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Nurturing Leads – Are You Fishing With A Hole in Your Net?

A number of my conversations lately have focused on the various techniques and strategies for lead acquisition. Specifically, clients insist they need more new prospects to talk to. Figuring out how to put more people into the top of the funnel is certainly a healthy conversation and an important part of the sales strategy. When we dig into the problem …

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Prospecting Sales Leads – First 15 Seconds of a Cold Call

Believe it or not, the first 12-15 seconds of a call are not all they are hyped up to be. To get to the core of the issue, let’s look at prospecting sales leads, which is defined as everything you do up to and including the setting of the first conversation, which includes identifying targets, profiling those targets, and then engaging …

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Sales and Marketing Management: Lead Hand Off Process

The talented folks at Kuno Creative recently published an excellent article:  Creating Lead Hand-Off Plans for Better Marketing and Sales Alignment. This article highlighted the importance of alignment of marketing and sales to the success of lead generation programs. It focused on the interface between the two departments, specifically what happens when leads make the leap from ‘marketing qualified’ to …

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Business Social Networking: It’s Ok to Connect in Real Life

As I typically do at the end of every year, I spent some time in December ‘cleaning up’ my LinkedIn account. Specifically, my goal was to look through my 1200+ contacts and take inventory of which of these ‘connections’ I actually knew; understand how we were connected; remember if we ever had a ‘real-world’ interaction; and cull those that were …

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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) …

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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 …