Developing Prospects. Driving Revenue

ViewPoint | The Truth About Lead Generation

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Posted by James Obermayer Apr 21, 2015 9:00:00 AM

I’m sure each of you has your favorite John Wayne movie quote. My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day.

Read More

Tags: B2B Marketing, B2B Sales

What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]

Posted by Dan McDade Apr 14, 2015 8:30:00 AM

On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience. Here are some of the key points and quotes from our conversation:

Read More

Tags: PowerViews, Sales & Marketing Management

Sales Lead Management Leads to a Lower Cost of Sales

Posted by James Obermayer Apr 7, 2015 8:30:00 AM

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words.

“But what if I can prove,” I said, “that when sales lead management is done properly by sales and marketing it can lower the cost of sales by delivering more qualified leads with a higher closing ratio, which leads to a lower cost of sales and marketing?”

Read More

Tags: Lead Management

2015 Horoscope for Sales Executives: from Danmac the Magnificent

Posted by Dan McDade Apr 1, 2015 9:00:00 AM

This year is all about Saturn. Saturn has moved from Scorpio to Sagittarius. Saturn will backpedal to Scorpio again from June 14 until September 17 in 2015, but after that he'll be in Sagittarius until December 19, 2017. What does all of this mean? I have no idea. Here’s how I, Danmac the Magnificent, read the stars for your sign in 2015:

Read More

Tags: B2B Sales

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.

Read More

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.

Read More

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.

Read More

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:

Read More

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:

Read More

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.

Read More

Tags: Sales Process, B2B Sales