Do you know a qualified lead when you see one?

Mac just published an article in his e-newsletter on defining a qualified lead. You may think you know what a qualified sales lead is, but if you asked your salespeople and corporate executives, would they have the same definition? Mac McIntosh’s newsletter for business-to-business sales & marketing professionals: Do you know a qualified lead when […]

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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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