24-63 Don’t Buy That List

It feels satisfying to purchase a list of 10,000+ names but it is a waste of time and money. Purchased listes tend to be only 60 - 80% accurate and using them may result in spam complaints. Better to build your own, smaller and more focused list, which will be more accurate and result in higher open ... [Continue Reading]

Cold Calling is Dead. Long Live Cold Calling

When most folks think about cold calling, they think about the salesmen in Glengarry Glen Ross or those in the Boiler Room.  These guys are brash and abrasive; they don't care about your needs, they just want to jam what they are selling down your throat with brutal efficiency. Social media - ... [Continue Reading]

Using Scripts With Your Sales Team

I am not a big believer in rote learning; after all, folks work best when they have internalized content and can work nimbly with it.  However, to ensure that your sales team is nimble, they need a solid foundation, and working from scripts will provide this for them.  Training using scripts is ... [Continue Reading]

Five Things to Keep in Mind About Email Marketing

It can be a bit of a puzzle getting an outbound email marketing program going and the whole process can seem a little overwhelming.  Keeping the following five things in mind should simplify and demystify the process for you. Develop a Clean, Focused Email List When putting together your email ... [Continue Reading]

“How Valuable is a Social Media Audience, Really?”

My friend Robert Cassard sent me this article from Mashable:  How Valuable is a Social Media Audience, Really?, which questions the marketing value of social media in its current configuration. Nirvana (A Place, Not the Band) Marketing and sales nirvana is a situation where you set up your web ... [Continue Reading]

Crafting Your Email Lists: Six Rules

Ok, you're emerging technology is profitable, you are moving beyond missionary sales and are beginning to think about how you scale the sales process. As you build momentum, you will want to start some simple content-based email marketing. The foundation of this process has two components: 1. ... [Continue Reading]

Spamalot! Your Email Marketing Effort

A lot of what you read about email marketing, even at great sites like MarketingProfs.com, is geared either to B2C marketing or to very large enterprise engaging in the B2B sale that have sizable budgets and manpower. Email Marketing As an emerging technology company you should be engaging your ... [Continue Reading]