by dustin | May 15, 2014 | Blog, Lead Generation
Do this exercise with a friend or colleague before reading the rest of this blog. Exercise (3 steps). Step One – WITH NO DISCUSSION both you and your friend make a list of things you can do with a pencil. Time limit: 1 minute Step Two – Share each of your...
by dustin | Apr 22, 2014 | Lead Generation, Qualifying Sales Leads
For B2B firms, base the criteria on what the sales team needs. Detailed background information on both the prospect and the selling opportunity helps drive more productive lead-to-sales results. You can sync scoring to this later. We’ve surveyed sales and here is what...
by dustin | Mar 27, 2014 | Blog, Lead Generation, Qualifying Sales Leads
Once the music starts to play, the lights begin to dim, and the couples begin to pair up and move on to the dance floor, it’s too late to keep your rival from getting the partner you’ve had your sights set on. You needed to get their attention long before that. It’s...
by dustin | Mar 26, 2014 | Blog, Lead Generation, Qualifying Sales Leads
The goings on at Dunder Mifflin, the imaginary company on NBC’s The Office, tickle the funny bone because anyone who has ever worked in an office can relate to the inane antics of the employees, particularly the wide-eyed Dwight Schrute. Here’s what we can learn...
by dustin | Mar 26, 2014 | Blog, Lead Generation, Qualifying Sales Leads
Everyone who wants to make cold calls, take one step forward? What? No takers?” “Okay, who wants to call everyone on our invite list to the seminar to see if they’re coming?” “What do you mean you’re too busy?” Making those calls is...
