26-31 Lead Nurturing

Your outbound marketing program should effectively nurture leads for you sales teams: folks they have talked to who are not ready to buy but that they want to track. You probably won't be able to afford hiring a team of SDRs so this will have to take their place. ... [Continue Reading]

03-13 Lead Research

Investing in lead research, so that your sales team is working with data that is clear, accurate and focused on the verticals you are targeting, will save you a huge amount of time and money, and make you lot more efficient. I wouldn't buy lists, or have your team do all their own research - way ... [Continue Reading]

Two Minutes on Designing Your Sales Process

In this two minute video I discuss designing your sales process. Two Minutes on Designing Your Sales Process Transcript  ... [Continue Reading]

Trade Shows Are a Time and Money Suck

And you sometimes wonder if they are worth the energy you put into them.   First, trade shows are expensive: when you add up the registration, booth, and shipping fees and travel costs, exhibiting at a trade show can make a big dent in your marketing budget.  Show services will charge you ... [Continue Reading]

Disciplined, Focused Cold Calling

My first real business job was with a commercial real estate broker in Calgary in the mid '80s; brokers then were given a desk, a telephone and a telephone book and told to get after it.  They were also encouraged to walk door-to-to through downtown Calgary, trying to drum up interest in office ... [Continue Reading]

Poor Man’s Marketing Automation

Few of the companies that I work with are large enough to manage (or can afford) a full-on marketing automation system (MAS) like Marketo, Hubspot, Silverpop or Eloqua.  Marketo has come out with a "lite" version of its offering to support smaller businesses but even this is a little too heavy for ... [Continue Reading]

Managing Your Sales Funnel

The development of web based sales force automation (SFA) tools like Salesforce and SugarCRM have made access to and demand for accurate sales performance data grow significantly.   Gone are the days when the sales manager kept a hand-typed list of deals in the pipeline which he scurried about at ... [Continue Reading]