The Latest Prospecting Trends, Tips, and Tactics

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 [...]

2017-04-04T18:08:48+00:00 Email Marketing|

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 [...]

2017-04-05T08:19:48+00:00 Email Marketing|

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 [...]

2017-04-05T08:22:15+00:00 Lead Generation|

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 [...]

2017-04-05T08:28:11+00:00 Lead Nurturing|

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 [...]

2017-04-05T08:27:38+00:00 Email Marketing|

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 [...]

2017-04-05T08:30:34+00:00 Prospecting|

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? [...]

2017-04-05T08:32:09+00:00 Email Marketing|

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 [...]

2017-04-05T08:33:54+00:00 Email Marketing|

Top 10 Lead Nurturing Campaigns

If you’re in sales, you may feel like you’re trapped in a constant cat-and-mouse game with your prospects, forced to chase them around until they’re ready to buy. This usually means that you need to make relentless follow-up phone calls so they won’t forget about you. But is there a better way to create top-of-mind [...]

2017-04-05T08:44:37+00:00 Lead Nurturing|