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Inbound Marketing
When I started my career in sales, the most common sales model was the lone direct sales person and their territory. Many long days were spent cold calling into the territory, trying to penetrate accounts. Later, it became more common to use inside sales teams (or outsourced telesales) to do the bulk of cold calling....
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(A number of people have asked us to re-print this article by Espresso B2B Marketing. It was originally published by PSVillage. Here it is!) Hey! What happened to my market? A VP of Sales at an IT services organization recently told me, “Sometime in 2008 cold calling just stopped working for us. At first, we...
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People often tell me they’re disappointed with a marketing program they’ve run – a telemarketing campaign, an email blast, or a booth at a trade show, for example. They’ve launched a single activity and hoped for an inflow of fresh, new leads. Unfortunately, it doesn’t work that way. To run a telemarketing program this month,...
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Why do I blog? That’s an easy one. I don’t blog because it’s a trendy thing to do. I don’t blog because I always dreamed of being a writer. I blog because it’s good for my business. It’s all about lead generation. Every time we publish a new blog article, the number of visitors to...
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I spend a lot of time talking with B2B business owners and CEOs about lead generation. There is a lot of interest among CEOs in generating leads in new ways, such as internet marketing. It’s more difficult than ever to reach corporate decision makers through cold calling. They are hearing this from their sales teams....
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In inbound marketing circles, you often hear people use the terms “lead progression” and “lead nurturing“somewhat interchangeably. Are they different phrases for the same thing or are they related, but different concepts? Ardath Albee, author of the book, “eMarketing Strategies for the Complex Sale“, is a true thought leader in the field of eMarketing and...
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One of the key strategies of inbound marketing is to improve your website’s search rankings and to drive more traffic to your website. You can do this by participating in other people’s blogs, discussion groups and social media sites. When you create a new discussion or add a comment to an existing discussion, and link...
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I ran into a good friend of mine recently. Mike has been in direct sales for 15 years and has been highly successful. He is a can-do, nothing can stop me type, which has served him well in sales. He has been a consistent recipient of president’s circle awards at annual sales meetings. However, this...
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