How to Find Decision-Maker’s Names

Sometimes big companies seem like impenetrable fortresses.  If you’re like many sellers I know, you’re stumped by the “Who do I call?” question – especially if you don’t know anyone who works in the account. In checking out their website, you discover info on the top-level corporate officers, but still don’t have a clue who’s […]

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All of Us Are Stuck on Suck-Ups

I enjoyed this article because it touches on a matter that few if any leaders will talk about. The article is called “All of Us Are Stuck on Suck-Ups” I encourage you to read it. We all hate suck-ups. So why do we surround ourselves with them? Read this article to find out… Fast Company […]

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job postings are trigger events

I met with a client today and the subject of trigger events came up. They look for companies that have an executive leadership opening or an active search in process. Job openings are trigger events or they are a leading indicator that a bigger trigger event is about to happen. Job postings are created during […]

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Is Your Value Proposition Strong Enough?

My friend, Jill Konrath, wrote an article about how to create a strong value proposition. I posted a link to a free recording that you can listen to from your desk. Jill writes, “most companies have lousy value propositions. A strong value proposition is the only thing that captures the attention of stressed out, decisionmakers. […]

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Thanksgiving pride

Great day – Full house 40 people- warm fire – 2 turkeys and Filipino food – football – talking about old times and what’s next – kids laughter – new babies – watch football – nap. I admire my wife’s family – many who are first generation immigrants from the Philippines along with friends from […]

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Agencies the Jig is Up

Bottom line: Most advertising agencies don’t know how to generate qualified leads. I want more ad agencies in the B2B lead generation business. To do this would require an agency to change their mindset. It’s thinking of marketing as a conversation (that is valuable to the customer) not as a campaign (more on that later). […]

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Top 10 Trends in Sales for 2004

Letterman couldn’t provide me with a better top-10 so here’s a list from the folks at CustomerThink A study of 1,535 professionals by CSO Insights in cooperation with CRMGuru.com, uncovered a wealth of insights in to the challenges sales forces are encountering today. The Top 10 trends for 2004 are… 1. It is all about […]

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WebTrends survey finds lead generation top Web-site goal

Lead generation is a higher priority than e-commerce according to this article. WebTrends survey finds lead generation top Web-site goal MarketingSherpa’s Buyer’s Guide to SEO Firms~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~121 search engine optimization firms profiled – including handy comparison chart and index by clients. Plus tips on how much to pay, estimating ROI, and avoiding dangerous practices that can […]

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My Interview On KCCO Business Radio

I was interviewed on KCCO Business Radio (950 AM) on the subject of lead generation for the complex sale. The interview was part of KCCO’s Strictly Business program with Susie Jones (weekdays 4:00 to 6:00 PM). Listen to lead generation interview (File size is 1.48 MB) (Show length 6:28 minutes) Show Notes What is lead […]

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