Here is a common question I hear from my clients: I know there are companies who do lead qualification for a fee (I personally don’t know any) but I think they’re too expensive for our small business. When we hire our new sales rep, I’d like to find a good person to qualify prospects for me. Do you have any suggestions? This question makes me sigh....
Read MoreAs you know from my regularly scheduled appearances on my soapbox, I believe the ONLY #1-sure-thing, guaranteed-successful ROI is marketing to your existing customers. No one does it enough, and then they whine when a good account goes to the dark side and buys from a competitor. But I’m sales prospecting these days, and following a specific stepped strategy...
Read MoreA good list can outperform a bad list by 10:1. But what makes a good list? Unfortunately, you can’t buy the best mailing list in the world. You already own it. You may not yet have enough names to ring up the sales you need. But there’s no amount of money you can spend that will outperform this golden database. That’s because the best mailing list...
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