How to Write a Whitepaper That Will Capture Leads

September 1, 2010 by Mike Volpe
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Crafting a good whitepaper isn’t easy. Creating one that will capture leads is an even bigger challenge. Although there is no standard definition of what constitutes a whitepaper, most people would agree that they differ from blogs in scope, style... [read more]

The Death of Tele-prospecting…NOT!

September 1, 2010 by Adrian Miller
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There have been countless articles written about the death of tele-prospecting. In this era of voicemail and caller ID, the process of initiating the sales process by phone has certainly evolved. For individuals who never developed true marketing skills and simply relied on the element of surprise to get potential customers to pick up... [read more]

Three Steps to Getting Hiqh Quality Referrals From Your Clients

September 1, 2010 by Paul McCord
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Are you finding that you’re just not getting the number of quality referrals you want from your clients?  Chances are you said yes because that’s the case with most sellers.  Oh, sure, we all have some clients that will give us referrals all day long.  Just ask and they’ll give you name after name.  Other clients, the... [read more]

Conversations? Now They’re Just Sound Bites

September 1, 2010 by Marc Meyer
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When you get a chance go read Jay Baer’s post titled, Is social  conversation a myth? It’s a quick read, well worth it, and got me thinking. You know what’s cool in a weird, sorta, karma like way? Sometimes in the social media bubble, there’s  a confluence of thoughts on the same topic at the same time. This is one of those... [read more]

Trust Me - I'm from HR/ IT/ Legal/ Finance !

September 1, 2010 by Charles Green
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When we hear the phrase “Trusted Advisor,” most of us think of external experts: consultants, actuaries, accountants, lawyers, the professions. But there is another group for whom that term is at least as relevant—maybe even more so. That group is made up of internal staff functions: and mainly the “Staff Big Four:” HR, IT,... [read more]

Mobile Continues Its Rise To Prominence

August 31, 2010 by Andy Beal
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I am very excited. I stand on the precipice of truly entering the mobile age in a few short days because I will rid myself of the “smart phone” I currently wrestle with on a daily basis and move to the next level by becoming an Android user of some kind. It’s exciting because now I may actually be able to get something from my smart... [read more]

New CMO Survey Reports Marketing Spending to Rise

August 31, 2010 by Mike Volpe
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Twice a year Professor Christine Moorman at Duke's Fuqua School of Business surveys hundreds of CMOs to get an overall measure of what is happening in marketing as part of a project aptly called The CMO Survey.  Below are a couple highlights from the latest report, released today. Marketing Spending Should Increase The CMOs reported... [read more]

Why Trust Statistics Can Be as Misleading as Crime Statistics

August 31, 2010 by Charles Green
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In each pair, guess which city has the higher violent crime rate?  Lexington, KY vs. New York City    ___ Tucson, AZ vs. Los Angeles, CA    ___ Tulsa, OK vs. San Jose, CA           ___ St. Paul, MN vs. San Antonio, TX   ___ Memphis, TN vs.... [read more]

The Greatest Leader That Ever Came On God’s Earth Bar None

August 31, 2010 by Jonathan Farrington
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I have read extensively on the lives, characteristics and leadership styles of all the great leaders, including Alexander the Great, Montgomery, Elizabeth 1st, Churchill, Ghandi, Mandella, Luther-King et al (the list is pretty extensive). However, the one that earns my greatest respect and the one with whom I feel the greatest affinity... [read more]

Recognizing Bad Sales Managers

August 30, 2010 by Steve Reeves
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 A bad sales manager can be more damaging to the business than almost anybody else. The problem is s/he appears to be one of the team and yet undermines the most important function – winning and keeping customers. It can take a long time for the bad sales manager to get found out, and even longer to get rid of him and repair the... [read more]

Tech Buyers Find Salespeople Lacking

August 30, 2010 by Ardath Albee
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There's a growing divide between buyer expectations and sales conversations. This reality is evidenced by findings in Forrester Research's Technology Buyer Insight Study: Are Salespeople Prepared for Executive Conversations? Here are a couple of eye-opening responses from buyers:"Only 15% of executives believe that their meetings with... [read more]

How To Use Digg For B2B Marketing

August 30, 2010 by Shashi Bellamkonda
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  As I’ve mentioned in this space before, I am sick and tired of social media; more specifically, Facebook and Twitter.  The B2B marketing world does not revolve social media, though you’d never know it by the amount of how and why articles, blog posts, podcasts, and videos social media generates. Because I’m a non-conformist,... [read more]

My Recipe for Successful Influence

August 30, 2010 by Jonathan Farrington
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   Question: What is the number one need for success in business today? Answer: To persuade others of your value and the value of your ideas. So What Is Influencing? Influencing is getting your own way, especially unobtrusively. Most managers do it, most of the time. • You can influence others simply be being you (notice... [read more]
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