Whether it is IT lead generation or any other business process, some people really like to assume that offshoring anything means a business has something to hide. Sure that may have been the case for China’s sweatshops and Foxconn but that it is not so for others. In fact, lead generation specifically really leaves nothing... More »Offshore IT Lead Generation Leaves Nothing Worth Hiding
Before you assume telemarketing is getting phased out, you would be surprised how much use it still has when it comes to measuring success. You do not always need to generate leads directly through telemarketing calls either. There are other ways that telemarketing can be used to measure your overall marketing success regardless if it... More »Can Telemarketing Test Measure of Success?
A nice benefit of working with a wide range of clients over the years has been the exposure we’ve had to the unique approaches in presenting a service or technology. Working with some of the brightest sales and marketing minds out there has helped to provide us fresh perspective on how to differentiate your product... More »A Simple Teleprospecting Pitch Can Be Easier Than You Think
Responding to the Freedom of Information Act (FOIA) requests can be a cumbersome and time consuming process for government agencies. It involves gathering massive amounts of data, redacting or removing sensitive information, and sending the required material to the requestor in a timely manner. For many agencies – especially in today’s budget and resource constrained... More »The Key to Responding Quickly and Easily to FOIA Requests
A colleague of mine from Miller Heiman surveyed a number of sales managers by asking how much true coaching they have done in the last 60 days. The shocking truth? Three-quarters of these managers admit they only coach sporadically and say that coaching time just isn’t a priority. Companies that rely on sales and customer... More »Is Your Sales Team Getting the Most out of Your Sales Coaching?
Today, customers are exposed to advertising everywhere— while listening to Pandora, browsing Facebook, on their smartphones when they are checking last night’s scores, and of course during their favorite TV shows. This advertising has a strong effect on the decisions and purchases customers make. But how do marketers make sense of what advertising channels are... More »Response Attribution: Not Everything That Counts Can Be Counted…Or Can It?
Last year I wrote about innovation having attended an Open University Business School event on the topic, and recently I’ve just been to another one all about leadership. Here’s a quick summary of 6 questions and answers that came out of the session: 1. What do we mean by leadership? Professor Jean Hartley took everyone... More »What’s the Secret to Being a Great Leader?
A strong culture isn't something you wish into place, or even will into place. It's something you build. Here's how. More »5 Ways to Create a Winning Culture
Imagine a tall, rugged mountain. So large in fact that it could be sectioned into four horizontal segments of equal width, as follows: 1. The top section is labeled: RATIONALE 2. The section beneath that one is labeled: DESIRED OUTCOME 3. The next one down is labeled: APPLICATION 4. The bottom section is labeled: STUFF... More »Why Leaders Must Fight Gravity
This is the third post in a three-part series about building online and offline relationships. In Part One we discussed how blogging can strengthen your credibility with colleagues in your local community. In Part Two, I shared my story of building my local network by starting online and then continuing those relationships in person. Now,... More »Once You’ve Met, Then Connect – Taking Your Local Networking Contacts Online
As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds. Recently, I saw a “sales playbook” from an enterprise software company. It was 121 pages, of feature by feature comparison of their product to competition, “Our... More »Try Selling Sand
A few years ago, a client called me very frustrated. He was the CEO of a large company, he’d been traveling in the field, visiting customers and sales people. He told me of a ride-along with a sales person in Boston. Proudly, the sales person was talking about a large system he had just sold.... More »Deal Value Or Buyer Value?
I ask for and receive a lot of requests for introductions. Whether it’s someone at a company looking for a partnership or job, an investor, a journalist, or someone else, it’s an integral part of pretty much any profession. At the same time, such requests often arise in the least efficient way possible for the... More »A Better Way to Ask for an Email Introduction
Your weekly review: It’s right there in your calendar, every Thursday from 2 p.m. to 4 p.m. Setting that time aside worked really well at first, but lately you’ve been getting pulled from project to project. And lately, Thursday afternoons seem to get consumed by more pressing tasks, from getting invoices out to managing customer complaints. More »Are Your Priorities Getting Enough Attention?
Rework is a book by the founders of 37Signals, a company based in Chicago. I’m constantly reading books, blog posts, and articles about how to be more productive and efficient. There’s no shortage of books on personal productivity but I felt compelled to pick up Rework after seeing the authors speak in person and in... More »Top 5 Sales Lessons from “Rework”
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