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Rainmakers and Lead Generation

In professional services organizations, the people who bring in the big revenue clients are often called rainmakers. They’re the ones that make it all happen and become almost mythical in the process. In today’s challenging business climate, we could all use more rainmakers. I like what Ford Harding, author of Rain Making, Attract New Clients […]

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Lead nurturing with a human touch

Marketers must stop viewing lead generation and lead nurturing as a series of campaigns.  It’s a conversation.  We must remember that companies don’t buy.  People inside companies do. Lead generation starts the dialog with the right people within the right companies to find more immediate opportunities. Lead nurturing keeps the conversation going with relevant and […]

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A lead generation fable for sales

Imagine you are sales rep stranded in a desert.  There is no civilization visible and worse still, you have no food or water. After three days of walking, you are cramping up – overcome with exhaustion and dehydration.  The wind beats fine sand against your exposed face and neck. “One more sand dune,” you say, […]

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