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4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

Posted by Dan McDade Mar 27, 2015 11:30:50 AM

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015, from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone.

Tip 4 - Reconcile your relationship with the phone.

Let’s face it. The telephone has lost its luster. Poor Alexander Graham Bell is probably turning over in his grave. Once the belle (excuse the pun) of the ball, most phones now sit as props—collecting dust—neglected, abused and disparaged. No wonder people say it no longer works—that is, except for Mike (and me). He is still a huge fan and attributes much of his success early on in his career to the telephone.

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Tags: Sales Process, Sales & Marketing Management

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

Posted by Dan McDade Mar 26, 2015 10:00:00 AM

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. It was a stellar presentation. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. This is the third installment of a 4 part series. You can catch the rest of his tips here:

Tip 3: Sharpen your story by crafting a compelling message.

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Tags: Sales Process, Sales & Marketing Management

4 Tips to Power Up Prospecting in 2015: #2 Commit to It!

Posted by Dan McDade Mar 25, 2015 11:08:00 AM

In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff, I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”:

Tip 2: Make a serious commitment to prospecting.

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Tags: Prospect Development

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

Posted by Dan McDade Mar 24, 2015 12:27:00 PM

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. Mike's presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away.

Naturally, I followed up to “meet” Mike via email and asked him if I could share his tips with my blog audience. To my great delight (and yours), he graciously agreed to this request. We’ll review each tip one at a time—but first, let's see what they are:

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Tags: Prospect Development, Outbound Marketing

Where is Marketing Going ... and Growing ... in 2015? [PowerViews LIVE Highlights]

Posted by Dan McDade Mar 19, 2015 12:55:43 PM

On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. Here’s a glimpse of what she had to say:

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Tags: Marketing Strategy, PowerViews

"New Sales. Simplified." A Must-Read!

Posted by Dan McDade Mar 17, 2015 11:21:00 AM

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development.

Following the kickoff I corresponded with Mike, and he was nice enough to send me two copies of his book (autographed, of course)—one for me and another for a friend. Great!

Mike’s style is no-nonsense. He doesn’t pull any punches. I get the impression that he is passionate about everything he believes in. The fact that we agree on many things helps, I guess.

Over the years I’ve been sent a lot of books. While I read them all, I only review the ones I like, or the ones that I feel add substance to the discussion. I liked Mike’s book and it is definitely NOT lacking in substance.

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Tags: Sales Process, B2B Sales

When Bad Things Happen to Good Leads - Part 5

Posted by Dan McDade Mar 10, 2015 11:30:00 AM

Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away!

In this 5th and final installment of our series, I’ll explain why this is the case … AND why they are also substantially less likely to give up their digital body language via marketing automation.

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Tags: Lead Generation, Lead Nurturing

When Bad Things Happen to Good Leads - Part 4

Posted by Dan McDade Mar 5, 2015 10:28:00 AM

So far over the course of this series we’ve covered how marketing to non-lead outcomes, such as pipeline and nurture dispositions*, can substantially increase return on marketing programs. Yes, we have a problem in that sales has a tendency to ignore leads from marketing. Be that as it may, marketing is not exactly making use of the valuable data that results from their efforts either. Our topic here in part 4 is unresponsive outcomes—what we refer to as “no response” dispositions. For every 100 “suspects” dispositioned, 35 - 45 of them will be unresponsive to the first touch cycle; HOWEVER, did you know that a considerable portion of those non-responsive names will close as business for your company (or a competitor) within one year? The key is not to give up too early.

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Tags: Lead Generation

When Bad Things Happen to Good Leads - Part 3

Posted by Dan McDade Mar 3, 2015 8:30:00 AM

There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series, we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads. Here in part 3, we’ll examine “nurture” dispositions. A nurture disposition is a qualified company, contact and operating environment without any specific next step in the short-term. For every 100 “suspects” dispositioned, 25 - 30 can be identified as nurture opportunities. Unfortunately, I find that most companies ignore the value of qualified nurture dispositions—meaning that while they go to the expense of identifying leads, they squander the opportunity to identify the highest potential long-term prospects. What a waste!

With that said, how does this all play out?

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Tags: Lead Nurturing

When Bad Things Happen to Good Leads - Part 2

Posted by Dan McDade Feb 26, 2015 11:02:00 AM

In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. Part of the problem is the misuse of valuable data that results from marketing contact. The first type of data we’ll look at is what we call the “pipeline” disposition*. A “pipeline” disposition is a prospect that is just one or two touches away from being converted to a sales-ready lead.

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Tags: Lead Generation, Lead Nurturing