How to Capture Leads’ Attention Without Relying on Gimmicks

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At some point, we all find out what it’s like to be the target of lead generation. You download a whitepaper or subscribe to a blog out of curiosity; days later, you get an email in your inbox from the company’s sales team. As a salesperson, you understand these tactics. But when the shoe’s on the other foot, the last thing you want to do is give “just 10 minutes of your time” to a company that has — in your mind — contacted you out of the blue.
 

Social Media Marketing: Should I include paid influencers in my marketing spend?

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Customer’s want more than reviews and stars from other customers. They want an expert telling them what products to buy – that’s why influencer marketing has taken off in recent years. With so many brands making room in their marketing spend for paid influencers, should you do it too?

Does Small Talk in Negotiation Offer Big Gains?

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According to conventional wisdom, small talk builds rapport and gets both sides a better deal in the end. But in fact, the question of whether to engage in small talk can be highly context-specific. New York City investment bankers, for example, tend to be far less likely than Texas oil executives to engage in small
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3 Types of Conflict and How to Address Them

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In the workplace, it sometimes seems as if conflict is always with us. Miss a deadline, and you are likely to face conflict with your boss. Lash out at a colleague who you feel continually undermines you, and you’ll end up in conflict. And if you disagree with a fellow manager about whether to represent
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How to Warm Up Cold Leads with an Email

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“WE’RE USING COLD EMAIL CAMPAIGNS TO TRY AND WARM UP LEADS BEFORE INSIDE SALES CALLS ON THEM. MY QUESTION IS, WHEN SHOULD THE SALES REPS BE CALLING AFTER WE KNOW AN EMAIL HAS BEEN READ BY THE PROSPECT?1 WE KNOW SPEED IS CRITICAL BUT I FEEL THAT RESPONDING TOO QUICKLY HAS TOO MUCH OF A “BIG BROTHER” FEEL TO IT. YOUR THOUGHTS?”

WHAT IS RETURN ON RELATIONSHIP, ROR (#RONR)?

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Return on Relationship, ROR (#RonR)… simply put the value that is accrued by a person or brand due to nurturing a relationship. ROI is simple $’s and cents. ROR is the value (both perceived and real) that will accrue over time through connection, loyalty, recommendations and sharing. ROR (#RonR) > ROI.. since ROI will match ... Read more

A Kick in the Teeth May be Good for You

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“You may not realize it when it happens,but a kick in the teeth may be the bestthing in the world for you.”– Walt Disney
When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career. While we never like losing a sale, sometimes when we do there can be some good that comes from it. There sure was the case for me. Here’s what happened.

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