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Sales Process Management & Emails – To Write or Not to Write?

Not Using Email Templates…Are You Nuts? A few entries back, I posted a blog advocating for the use of a consistent, structured process, as well as standardized interactions across your entire sales organization. Today I wanted to take this a little bit further and talk about something very simple. Email templates. I’ll start by making a bold statement. It is absolutely …

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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 …

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Direct Marketing Mail #Fail

Here is a video walk through of some direct marketing mail a client received today… Yikes!   By Townsend Wardlaw   photo credit: <a href=”http://www.flickr.com/photos/epsos/8270256961/”>epSos.de</a> via <a href=”http://photopin.com”>photopin</a> <a href=”http://creativecommons.org/licenses/by/2.0/”>cc</a>

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Sales Process Management – Systems to Avoid Corporate Catastrophe

Sales Training, Process and Implementation I was recently talking to my friend, Jim Keenan, who is an extremely talented sales consultant that runs A Sales Guy Consulting and was recently named one of the 50 Most Influential Sales & Marketing Influencers. He also happens to be an all around great guy. In general, we were discussing the role of technology in running an …

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Lead Generation Strategies – Ultimate Failure

What’s Wrong With This Picture? I was trying to download (yet another) FREE Guide to I Can’t Remember What and Don’t Really Give a Shit About when I was presented with the ubiquitous opt-in form. Did I mention this form was found on the site of a firm that bills itself as a digital marketing agency specializing in inbound/online demand generation …

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Sales Process Improvement – Know When to Say When

Slow Down, You’re Selling Too Fast Currently, I have a number of clients with whom I have gone through the process of implementing basic infrastructure and process related to prospecting and qualifying. As a result, we have increased activity and output to the point where legitimate opportunities are coming into the pipeline, and we are starting to really focus on …

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Sales Lead Management Process – Are You Selling Too Fast?

Stop Premature Selling Syndrome The purpose of this entry is to ask two simple questions that relate to the concept of delivering a Proposal, which I define as any conversation or documentation that outlines your solution and its cost, in your sales lead management process. Question #1 Have you ever had a selling situation where you have delivered a proposal …

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Sales Process Improvement – The Art of the Cold Call

Is There a Difference Between Prospecting and Telemarketing? In the demand-creation prospecting world, I am often brought in to discuss the basic metrics and measures required for sales organizations to perform effectively and thus for their sales process improvement. I typically encounter situations where there are no resources in place like appointment setters, or they are in place but significantly …