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7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life

Posted by Dan McDade Jan 22, 2015 10:00:00 AM

Todd Schnick is a stellar individual. He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Live the Intrepid Life is well worth your read simply because it is in and of itself a very good book. I found myself doing a whole lot of head nodding while reading this one. I don’t know about you, but for me, it wasn’t until my early 20s when I realized that like it or not, most people are more alike than not. We all have shortcomings. Most, if not all, people have areas where they lack confidence. We all need to feel appreciated. While no one’s got life completely figured out, Todd provides tools and insight that can make it easier to cope with challenges in order to become a better, more productive individual.

Here are some highlights from Todd Schnick’s Live the Intrepid Life:

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Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind

Posted by Dan McDade Jan 20, 2015 10:26:53 AM

You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific!

In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air. They didn’t give an outright “no,” but they aren’t jumping up and down for you either. So, maybe you put these contacts in your “I’ll get to them later” folder … or perhaps you just delete them altogether. After all, when you have your nose to the grindstone and other project deadlines looming, you naturally focus on the three leads that are sure bets. Who wouldn’t?

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Tags: Lead Generation, Prospect Development, Lead Nurturing

Digital Relevance: Developing Marketing Content and Strategies that Drive Results

Posted by Dan McDade Jan 13, 2015 9:37:04 AM

Ardath Albee’s new book Digital Relevance: Developing Marketing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). I was privileged to review an advanced copy this past October and absolutely loved it.

I will break up this review into three sections:

  1. What Buyers Want
  2. Developing Marketing Content
  3. Strategies that Drive Results

What Buyers Want

Ardath states that “buyers want to buy.” And, they want to buy faster than they do now. The problem is that companies are driven by campaigns that are not in alignment with the buyers’ tempo and timing. There is a great example in the book about an inside sales rep pushing content that is not relevant to the buyer—simply because the campaign says so. The buyer gets lost and goes somewhere else.

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Tags: Marketing Strategy, Content Marketing

Stunning Study Reveals How to Increase Sales by 29-49%

Posted by James Obermayer Dec 17, 2014 2:41:00 PM

Stephen Covey said, “The key is not to prioritize what's on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report”i published by Velocify (A Sales Optimization Study).

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Tags: Sales Process, Sales Leads

8 Ways to Motivate Salespeople to Follow Up Inquiries

Posted by James Obermayer Nov 17, 2014 9:27:47 AM

Corporate growth, good and bad, can be traced to sales lead follow-upi

Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. After all, what is the alternative? Cold calling? But alas, as Voltaire said, “Common sense is not so common.”

So we are left with motivating them to do the obvious and not give up. Yes, follow-up is difficult today. Prospects are always available when they want something, but disappear when they have what they need. Follow-up is variously reported from 10%-25% in most companies. When you think about it, some marketers feel that giving some salespeople sales leads is like throwing money in the trash. Here are some thoughts on motivating salespeople to do the obvious:

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Tags: Sales Leads, Sales & Marketing Management

Should You Gate Your Content? Answer These Questions To Find Out.

Posted by Stacy Williams Nov 11, 2014 10:53:30 AM

Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Fantastic!

Now that you, Ms. Marketer, have created all this wonderful content, an important question looms … should you gate it? That is, should you require interested prospects to fill out a form before giving them the content, or should you make it freely available to everyone? 

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Tags: Lead Generation, Content Marketing, SEO Optimization

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

Posted by James Obermayer Nov 6, 2014 10:00:00 AM

“If we're going to win the pennant, we've got to start thinking we're not as good as we think we are.” —Casey Stengel*

Yes, it was one of Casey Stengel’s best thoughts. How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? We blame the products, the salespeople, and then we blame the salespeople again. But what if the salespeople are right—they don’t get enough qualified leads?

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Tags: Lead Generation, Marketing Strategy, Lead Qualification

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

Posted by Dan McDade Nov 4, 2014 9:15:00 AM

The leads are weak? You’re weak!

If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The <expletive> are weak! You’re weak!”

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Tags: Lead Qualification

Five Signs You're Missing Sales Opportunities

Posted by Dan McDade Nov 3, 2014 12:09:16 PM

Available Free for a limited time!

I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time.

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Tags: Lead Generation, Sales Leads

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 2)

Posted by Dan McDade Oct 31, 2014 9:43:00 AM

The leads are weak? You’re weak!

If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The <expletive> leads are weak! You’re weak!”

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Tags: Lead Qualification