Double Shot: A B2B Marketing Blog

These leads suck! Why you must define what constitutes a good lead.

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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Lessons from my plumber – how to unclog a lead generation pipeline.

How many times has a lead generation program produced poor results? I’d guess it happens a lot more than you’d like. You just can’t get prospects to engage, return calls, or enter into a dialogue.  It took a recent earthquake to give me a few ideas on how to get things rolling. A little over a...
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lead nurturing campaign

Lead nurturing campaign tips and flashbacks to Glengarry Glen Ross

Are the new leads in? The value of lead nurturing campaigns and flashbacks to the sales classic, Glengarry Glen Ross. Coffee's for closers.
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Facts, Figures and Features – Are These the Best Way to Sell?

Many sales pitches rely too heavily on facts and figures. But decision makers also think intuitively and emotionally. Learn how to re-craft your pitch.
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