Sales

You Don’t Call, You Don’t Write… Was it Something I Said? The Nurturing Cycle-Part I

I help manage marketing vendors for one of my clients. Using external resources is often a way to get things done quickly without having to develop the skills internally. Some of these resources are significant with expenditures of over $100K. An interesting thing happened when I elected to postpone or suspend these services for a period of time.

How Many Sales People Does It Take to Screw In a Forecast?

Asking how many sales people it takes to add sales revenue to a forecast is the wrong question. Looking at what resources are required is a much better question. See how several surveys bear this out.

Quid Pro Nada – An E-Marketing Currency

With 80% of prospects now finding their vendors (online) rather than the other way around, it’s vital to understand the new e-marketing currency of “Quid pro Nada”. A recent cold call I received is a great example and caused me to rethink when to make information available. If you’re protecting the information that engages your prospects, you aren’t engaging prospects.