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lead generation

How I Disappointed a CEO

May 15, 2012 by Louis Foong
with 26 views
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The reason I disappointed this CEO was because he was looking for a magic potion to accelerate demand generation, boost lead pipeline, and increase conversion [read more]

The Best Email Prospecting Tactics

May 15, 2012 by Ori Yankelev
with 46 views
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Photo:  bokeh burger/Flickr

The topic of sales prospecting emails is widely discussed in the sales and marketing blogosphere, and I agree with most of the other contributors that email prospecting can be an extremely powerful tool when done right [read more]

16 Questions to Ask When Mapping Out Your Lead Gen Team’s Relationship Marketing Plan

May 15, 2012 by Devon McDonald
with 57 views
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Photo: Marit & Tommasaar/Flickr(creative commons)

If there is not a true sense of urgency on the buyer’s end — it’s likely the sales person won’t develop a true feeling of ownership over the account. This is when things start to fall through the cracks. [read more]

Improving B2B Sales Close Rates Is All About Timing

May 11, 2012 by Dan Hudson
with 93 views
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Being at the right place at right time is everything; the question is how can you better predict how to be at the right place at the right time? The answer lies in being able to know when a prospect goes from a status quo environment to some degree of dissatisfaction with their current situation. [read more]

Voicemail as a Prospecting Tool

May 11, 2012 by Mark Hunter
with 55 views
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Image: topseller /Shutterstock

The biggest mistake people make when leaving a voicemail message as part of their prospecting strategy is they leave a message that has zero value to the person receiving it. [read more]

Lessons from eBay: 4 Reasons Why Blogging is Fundamental to a Strong eCommerce Marketing Strategy

May 8, 2012 by Stephanie Lussier
with 57 views
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We all know how important blogging is to driving traffic to your website organically, and for contributing to the number of indexed pages that your website has. But beyond that, blogging is a great way to move people from the top of your funnel, as an anonymous visitor to your website, to the middle of your funnel, as a lead, where you can provide them with a more customized experience with your brand. [read more]

Is Your Sales Pipeline Plugged?

May 8, 2012 by Mark Hunter
with 134 views
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Too many salespeople keep leads in their sales pipeline that have zero potential of every resulting in sales, but they do this just to give them a sense of security. If you’re looking for security, go get yourself a blanket. It works well for the Peanuts character Linus. [read more]

You Lost Me After Hello

May 4, 2012 by Kelley Robertson
with 247 views
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I was initially interested in what SHE had to say but I really didn’t want to listen to someone else talk incessantly about their company, their history, their successes, etc. and I suspected that the “5 to 10 minute” conversation would be much longer than that. [read more]

5 Reasons Why People Are Not Queuing to Work with You!

May 3, 2012 by James Debono
with 68 views
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Image: JuicyRai/Flickr

Would you like more customers for your business? You bet your bottom dollar you would. Here are 5 reasons why you are not attracting new business and the advice you need to get people queuing to work with you. [read more]

Inbound Lead Generation and the Great Recession

May 2, 2012 by John Beveridge
with 60 views
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Photo: Robert Lesser/Flickr(creative commons)

Senior executives responsible for making purchasing decisions now look for broad support from their management teams before making buying decisions – taking a risky decision to buy from their golfing buddy is no longer an option. [read more]

A Method to Measuring Inbound Marketing Messaging Clarity and Effectiveness

April 27, 2012 by Mark Gibson
with 83 views
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Clarity attracts visitors, clarity engages visitors, clarity converts visitors into leads, clarity differentiates, clarity is monetizable, clarity wins new customers, clarity attracts employees, clarity builds mindshare, clarity wins investors, clarity builds market-share. [read more]

The Right Way to Send Automated Emails

April 18, 2012 by Craig Klein
with 72 views
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While automated emails are a very powerful tool, they can also be scary at first. The reason is no legitimate business wants to look like a spammer. [read more]

3 Secrets to Setting Qualified Appointments

April 18, 2012 by Mike Brooks
with 87 views
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Image: auremar /Shutterstock

The good news is that if you follow these 3 proven secrets of top producers, then you’ll not only begin setting more appointments, but you’ll set more qualified ones as well. [read more]

Slideshare: The Quiet Giant of Content Marketing

April 17, 2012 by Jeff Ogden
with 219 views
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Don’t know if you heard the news, but Slideshare is now totally re-written in HTML5. So what? Two main benefits: Google can now search INSIDE your slides, so it rocks at SEO. It is now very mobile friendly. So it looks great on smartphones like Androids and iPhones. [read more]

[Video] A Surefire Way to Differentiate From Your Competitors

April 17, 2012 by Jill Konrath
with 134 views
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Your prospect is ready to make a change. They've seriously evaluated their options and narrowed it down to you and several of your toughest competitors. Follow this often overlooked, but highly effective strategy to differentiate your product/service and win the business. [read more]

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