Monthly Archives: March 2012

What Generates More Leads: Your Website Or Social Media?

Most marketers focus on driving more visitors to their websites in an effort to build awareness of their products and services. But is this the best policy? Overall, corporate websites are often boring and usually don’t do a good job of converting visitors into sales-ready leads. When does it make sense NOT to drive them [...]

By | 2017-04-04T17:53:57+00:00 March 29th, 2012|Lead Generation|Comments Off on What Generates More Leads: Your Website Or Social Media?

5 Steps For Generating Quick Revenue

This article is courtesy of MarketingSherpa, from a recent case study. SUMMARY: A long-term, strategic lead generation plan is essential for complex sales. But when market conditions change rapidly, you might find opportunities for ancillary campaigns that help address your customers’ immediate pain points. Read how a telecommunications marketer responded to the credit crisis last [...]

By | 2017-04-04T18:08:48+00:00 March 29th, 2012|Email Marketing|Comments Off on 5 Steps For Generating Quick Revenue

5 Ways To Automate Your Lead Generation

In today’s economy, you have probably had your budget cut. Meanwhile, you’re being asked to generate more revenue than last year. But there’s good news. A lot of your sales and lead generation efforts could be automated, saving you both time and money. Here are some of the ways you could use email to create [...]

By | 2017-04-05T08:19:48+00:00 March 29th, 2012|Email Marketing|Comments Off on 5 Ways To Automate Your Lead Generation

How To Create A Viral Video Email

Video has quickly become a mainstream medium for the internet. Just look at the popularity of sites like YouTube and you’ll quickly realize that video could also be an effective lead generation tool for you. Video is still an emerging tool for lead generation, but I predict that soon marketers will be sending out more [...]

By | 2017-04-05T08:22:15+00:00 March 29th, 2012|Lead Generation|Comments Off on How To Create A Viral Video Email

Where To Find Great Content For Lead Nurturing Campaigns

Instead of emailing your prospects and clients the typical promotional product information, why not send them a relevant article, white paper or video that will actually bring them value? It’s much more interesting for the prospects, while showing them that you’re thinking about their business. The idea of “article marketing” is an emerging email marketing [...]

By | 2017-04-05T08:28:11+00:00 March 29th, 2012|Lead Nurturing|Comments Off on Where To Find Great Content For Lead Nurturing Campaigns

How To Use Email Marketing To Eliminate Cold Calling

Most salespeople dread the idea of cold calling so it can often help to send a pre-call letter or email. We have tested literally hundreds of different email formats–some with long copy and some with only 1 sentence. Here are 5 rules to think about when creating your pre-call email campaigns: 1. Avoid being self-promotional [...]

By | 2017-04-05T08:27:38+00:00 March 29th, 2012|Email Marketing|Comments Off on How To Use Email Marketing To Eliminate Cold Calling

Follow-Up Strategies: What To Do When The Prospect Goes Cold

Last week, I got a call from a salesperson who had participated in a recent workshop of mine. He was telling me about a “hot” prospect he had met with over a month ago who had suddenly turned cold. Here’s the story. He had a great first meeting with the prospect. His solution was well-received [...]

By | 2017-04-05T08:30:34+00:00 March 29th, 2012|Prospecting|Comments Off on Follow-Up Strategies: What To Do When The Prospect Goes Cold

Why Company Newsletters Are Dead

A lot of companies have a monthly newsletter they mail or email to clients and prospects as a way of keeping in touch. Once a month, the marketing department sends an email blast out to the world and everyone gets the same, generic information. But does this approach actually generate leads for the sales force? [...]

By | 2017-04-05T08:32:09+00:00 March 28th, 2012|Email Marketing|Comments Off on Why Company Newsletters Are Dead

4 Best Ways To Use Email For Lead Generation

Over the past several years, email has been one of the best lead generation tools I’ve used for making sales. However, the problem with the emails that most salespeople send is that they all tend to resemble SPAM. Do away with generic sales messages and never email a brochure or marketing piece to a cold [...]

By | 2017-04-05T08:33:54+00:00 March 28th, 2012|Email Marketing|Comments Off on 4 Best Ways To Use Email For Lead Generation

Stop Sending Blast Emails

An email blast can occasionally be a great way to promote a new product or make a company announcement to a large group of clients or prospects. However, it is usually not the best approach. Here are three downfalls of sending blast emails: 1. An email blast is an event We all know that a [...]

By | 2017-04-05T08:36:11+00:00 March 28th, 2012|Email Marketing|Comments Off on Stop Sending Blast Emails