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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, …

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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 …

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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 …

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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 …