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Marketing Strategy
A few years ago people noticed a fundamental shift in the way companies bought products and services. Gone are the days when cold calling to generate leads was effective. Gone too are traditional selling cycles where sales executives could orchestrate the whole process from first meeting to contract signing. The internet changed all that. Today...
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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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A sign outside a pub in Ireland reads: “Husband Crèche. Is he getting under your feet?? Why not leave him here while you shop? Free crèche, just pay for his drinks!“ The word “crèche” roughly translates to a child’s day care center. I love this sign, and not just because it sits outside a pub...
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Does your sales team complain about the leads from your marketing team? It’s a common problem. Marketing sends leads over to sales and then complains that sales doesn’t follow-up on the leads. Sales complains that they can’t get through to the prospects, or that the prospects are not interested in meeting with them. “These leads...
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