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Lead Generation


Clean Up Your Email!


Posted By on Feb 19, 2016

With a dirty list you can’t even begin to evaluate if your message is on target or not. Clean it up. by Kendra Lee Your lead generation email list is one of the top four factors that cause marketing campaigns to fail.  This issue comes up in every one of my lead generation speaking engagements and many of our team’s initial strategy discussions with new clients. So let’s address it. Over the next several weeks I’ll share with you...

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Email lists can be a blessing or a curse. When they’re filled with real email addresses of people in your target micro-segment, an email list is an invaluable demand generation resource. When it’s populated with fake, inactive, or irrelevant accounts, however, they typically lead to misplaced effort and wasted resources. Not surprisingly, I hear from clients all the time asking how to build an email list that will get results. Should...

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Is Your Pipeline a Pipe Dream?

Is Your Pipeline a Pipe Dream?


Posted By on Oct 21, 2014

Identify key steps in your sales process to prevent “hope” pipelines.  Determine the questions and decisions that must be made at each stage.  Have you ever heard this statement?  “I’m hoping it will close this month.”  (And the CEO is hoping he can pay you.)  Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders how she can...

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Don’t Ignore These 5 Warning Signs

Don’t Ignore These 5 Warning Signs


Posted By on May 29, 2014

By Jill Konrath This article is an excerpt from my sales book, AGILE SELLING. To learn more habits of successful, agile sellers, order your copy today. Hope is rampant in sales. We need it to keep going – but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipeline, the less likely you are to ever close it, even if your prospect claims that he or she desperately needs your offering. ...

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By Colleen Francis Smart, successful companies today recognize the power that results from bringing people together. They don’t settle for sales teams who operate in isolation. You will stand out, get noticed, and speed up sales if you organize client conferences and power lunches. Why? Because hosting events that encourage clients and prospects to network with each other allows you to leverage current relationships to build new ones....

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When I inquire about the investment to hire new employees, many executives either look at me with the deer in the headlight gaze or mumble off a few cursory costs such as recruitment or even training. by Leanne Hoagland-Smith The business landscape has changed especially when it comes to the workforce. Beyond having three to four generations in the workplace, the ongoing Silver Tsunami along with a shrinking qualified talent pool has...

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