Recycling business leads

By | January 13, 2009

Change is in the air!  I just can’t get tired of that sentiment. As far as business is concerned, that change is the response to the threat of an economic climate that will be more of a driver than any change agent we’ve seen in decades. The disruptive technologies of the 90s seem like a quaint idea compared to the double whammy from the political threat of foreign oil and… Read More »

It’s About Quality too, Duh!

By | June 3, 2008

  It boggles my mind that our industry takes such a lackadaisical attitude towards the quality of data we sell to our customers.  Nobody’s perfect, I understand, but we’ve been putting a lot of work into this issue and tracking the accuracy of our sales contact data internally and today we decided to publish that rating.  The reason is that we have just made a big leap forward on the… Read More »

Four Ways to Ratchet Up Your Prospecting ROI

By | May 9, 2008

It’s the classic sales and marketing paradox:  The tighter the economy, the tighter the marketing budget – even as sales’s demand for more and better leads increases exponentially.  In an economic downturn, demonstrating a quantifiable return on each marketing dollar spent is more important than ever. But successful prospecting is about more than simply getting as many leads for as little money as possible.  As Aaron Ross of Salesmachine.com states,… Read More »

Is Web 2.0 Killing Marketing?

By | May 9, 2008

I’ve written a lot lately about the premature reports of the death of outbound sales in the Web 2.0 world.  Now I’d like to add to that:  Marketing is not dead either.  Nor is it resting, or becoming the same thing as sales, as Nigel Edelshain postulated recently in his Sales 2.0 blog post No Need to Close the Gap between Sales and Marketing.  As Nigel rightly points out, new… Read More »

NetProspex Releases Free Sales Lead Validation Tools

By | March 28, 2008

Waltham, MA, March 28, 2008– Reaching the right person with the right offer is the key to effective selling.  Now, a new set of sales lead tools from NetProspex, a leader in providing accurate sales information, helps sales professionals validate their contact information. The tools are free, and available on the NetProspex web site. “The new suite of sales lead tools increases NetProspex’s value as a time management tool for… Read More »

Gary’s Corner: Generating Leads

By | March 24, 2008

The sales game is changing as business use of the web continues to evolve and new Internet sales and marketing tools hit the market. A lot of the focus has been on innovation in inbound lead generation tools.  Sometimes we hear that outbound solicitation such as phone and email is a thing of the past.  I think that’s over-simplification. Outbound sales tools are starting to get interesting. If the market… Read More »

Boost eMail Marketing Success with Free Trials

By | March 24, 2008

If you’re a marketer looking to jumpstart your demand generation program, consider this time-honored tactic:  try giving your product away. For a short time, that is. With online services and hosted applications assuming greater prominence in the market, “try and buy” offers are not only a smart marketing tactic – they’re an essential step in the sale process. “You can’t sell online services today without letting people try it first,”… Read More »

Expand Your Sphere of Influence to Capture More Customers

By | March 24, 2008

“Stop obsessing over the decision maker.” So says  Aaron Ross of Sales Machine.com.  According to Ross, the decision making process is now more important than the decision maker.  While collaborative decision making involving different people and teams approving a purchase has always been an important element of B2B sales, it is now the rule at most organizations. Ian Campbell, CEO of Nucleus Research, takes this concept a step further, and… Read More »

Think Beyond the Numbers Game: The Real Key to Sales Success

By | March 24, 2008

For years, sales gurus have told us that successful prospecting is a numbers game:  X cold calls = Y leads = Z sales.  Methodologies, books, and entire companies have been built around this formula. But experienced marketers know there’s more to it.  While it’s nice to believe the conventional wisdom that “everyone is a prospect,” in reality there are far fewer companies ready, able, and willing to buy from you.… Read More »

How Dr.Who and NetProspex both benefit from cyberspace!

By | March 17, 2008

I noticed something interesting with my kids this weekend as we talked about TV programs like Dr Who (timelord) and TopGear (car consumer report revamped) on BBC America. Beyond scheduled shows, they also watch old episodes on YouTube with neighborhood friends who are fast becoming fans. They are asking me to sign up to domestic BBC on cable, so they can see the first runs of these shows.  I haven’t… Read More »