Quick Reads: Sales

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Don't Make These Four Mistakes With Your LeadsLead Generation
As you nurture your leads, it's important to remember what "nurture" means. Because the last thing you want is to treat leads too aggressively, and so create a sense of ...
Seven B2B Marketing LessonsB2B Marketing
What's the easiest way to learn a tactical lesson about B2B marketing? By hearing it from someone who's already learned it the hard way. You gain the knowledge—but avoid the ...
A Smart Three-Step Process for Responding to ProspectsB2B Marketing
Lead-gen alert: B2B prospects are "sick and tired of the sneaky ways being used to get their information so a salesperson can 'help' them," writes Dale Underwood in a post ...
Tips for Protecting Profits in Down TimesMarketing in a Downturn
"Saving your budget (and keeping your team employed) in a down economy really boils down to one word: profit," writes Paul Stein in an article at MarketingProfs. "If you're not ...
Four Ways to Be an Indispensable Resource to ProspectsLead Generation
"One of today's hottest B2B marketing topics, along with social media, is content," writes Susan Fantle in a guest post at Marketfish. And if you want your content marketing program ...
Time to Beef UpSearch Engine Marketing
You may be wondering about the evolution of SEO—and whether you'll get left behind as it grows in sophistication. Well, you're not alone. A recent interview with Nathan Thompson at the Inbound ...
Stay in the LeadLead Generation
"[L]et's assume that your current lead generation efforts cost $100,000 and generate 50,000 leads," says Pat McGraw at his blog. "[T]hat's a cost per lead of $2. But if your ...
Caution: This Could Be a TrapB2B Marketing
The best that most B2B companies achieve with their online marketing programs is "average performance through a favorite tactic and/or advertising partner," states Ben Hanna in a post at the ...
Show 'em That SEO Sparkle!Search Engine Marketing
In an article at MarketingProfs, Dan Skeen writes that search-engine optimization provides several return-on-investment measures with a greater potential impact on a company's bottom line than many traditional tactics. However, ...
Do I Really Want to Hear This?Marketing in a Downturn
Does your marketing content tell buyers what they want to hear—or only what you want to say? Writing at the Marketing Interactions blog, Ardath Albee reports on a study that ...
It's Different, but the SameLead Generation
The social-media revolution has undoubtedly altered the way you generate leads. On a given morning, for instance, you might write a compelling blog post, tweet about it, summarize the contents ...
C'mon and Do the Social Slide!Social Media
OK, let's admit it. We've all sat through slide presentations monopolized by the tyranny of one conviction-ridden idea. They make us kind of crazy, right? And doesn't a more social ...
Ask the Magic QuestionB2B Marketing
Is there a sure-fire way to generate interest from each and every B2B lead you contact? There sure is, says Neil Baron, writing at the Fast Company blog: Just ask ...
Stepping out (of Your Comfort Zone)High-Tech Mktg & Sales
It's hard enough to keep up with new technology, so when it comes to selling IT, you might find yourself stuck using familiar tactics, even when business challenges signal otherwise. ...
You Can't Phone It InLead Generation
"A lot of marketers say they are 'nurturing' their prospects when in reality all they are doing is sending out nice brochures or marketing copy focused on product releases or ...
Why Must You Be So Difficult?B2B Marketing
The Brooks Group, where Tony Smith serves as national accounts manager, recently analyzed more than 12,000 sales interactions and concluded: "Selling is like being blindfolded, everything is pitch-black, and you ...
Around Here, Everybody's a PlayerSearch Engine Marketing
It's no secret that link-building can help boost your bottom line and make your SEO efforts a whole lot easier. So, here's a thought: To help improve your site's organic visibility, ...
Mastering SEO in a Digital WorldSearch Engine Marketing
In a recent post at the Online Marketing Blog, Lee Odden explains how a better understanding of search-engine optimization can help PR and communications professionals boost their results in a ...
Return to SenderLead Generation
You probably protect your "real" email addresses—those where you receive emails from significant others, friends and colleagues—with the ferocity of a mother bear. You might give them to trusted sources ...
Gotta Have It: Web Registration FormHigh-Tech Mktg & Sales
Now that you have your marketing-automation system in place, is it really necessary to use those sorry Web registration forms when collecting leads? After all, you already know who these ...
Not so Fast!B2B Marketing
In the rush to grow leads, B2B marketers are often tempted to use "quick-fix" lead-generation tactics, says Jep Castelein in a post at the Connected Marketer blog. Bad idea, he ...
Is That Really a Lead?Lead Generation
"Ask any salesperson if all inbound inquires are leads," writes Mac McIntosh at Sales Leads Insights, "and when he or she stops laughing, you will probably get an earful about ...
Just Say NoEmail Marketing
Thought leaders in the email marketing industry are just about unanimous on the subject of randomly purchased lists. Their advice to marketers? Avoid them like the plague. You may, however, still ...
Law and Order Must PrevailB2B Marketing
You have an HR handbook, departmental training materials and documented procedures. But do you have standards and rules for your marketing and sales database? That's the question Lauren Kincke asks ...
Taken for a RideSmall Business
We've all fallen for something when we should have known better. Gullibility is bad enough in our personal lives—but when it happens at work, jobs and profits might be on ...