Cleveland, Ohio: A Great Place to Live, Work and Start a Business
In my most recent blog post about Chance Meetings and Networking Your Business, I described several instances where a random meeting led to a successful business relationship. One of those meetings was on an airport shuttle in Florida, and it happened because both the gentleman sitting beside me and I hail from Cleveland, […]
Chance Meetings and Networking Your Business
Success in the complex B2B sales world is most often started by engaging in meaningful interactions with an executive decision maker or key evaluator. If you’ve read my thoughts on this before, you know that I believe a good conversation, a meaningful interaction, with a prospect is what it takes to get to the […]
Telemarketing VS. Teleprospecting
Telemarketing Vs. Teleprospecting – How are they different? Which one is right for your business? What is the difference between telemarketing and teleprospecting? These two terms are sometimes thought of as the same thing and may even be used interchangeably. However, there is a big difference and there are key factors that differentiate the two. […]
A New Framework for Successful B2B Sales
Marc Miller shares his insight on successful B2B sales “…Business to business models are changing fairly significantly – they are changing from selling products and basic services to selling solutions.” We recently had the opportunity to talk with Marc Miller, sales innovator and founder and CEO of Spearfysh, Inc., a cloud based solution that captures, […]
A Passionate Approach Can lead to Successful Sales and Carry You Through The B2B Sales Cycle
What is the successful sales technique that is going to make you stand out? It seems as though everyone gets a boost of energy right about now. Summer vacations are winding down and it’s time to “get back to work.” So, how’s your sales team doing? Are they energized or lethargic? It’s a serious […]
Why Customer Experience Must Matter to B2B Marketers
You’ve got a great solution, product or service set at a competitive price. You’ve launched a marketing campaign with a lot of initial traction. Your situation is a dream – until the sales report falls well below expectations. Your dream quarter has plunged into nightmare territory. What’s going on? It’s a question that JMS Elite […]
Boosting Your Database For A Better Conversion Rate
If you’re like most B2B marketers, your data is incomplete, and this affects your ability to effectively generate leads and accurately rank them for sales. NetProspex recently analyzed over 61 million database records and discovered that, while most companies did an excellent job capturing email addresses and names of key decision makers, they routinely […]
Putting Your Content Into Context
With many of our clients, our outbound lead generation initiatives are an integrated part of marketing programs. As the team picking up the phone and making outbound calls to B2B prospects, we see what works in marketing content – and, unfortunately, what doesn’t. Too much of the time, marketers focus on the company’s […]
3 Key Factors Affecting Inside Sales Success
We just closed the books on our strongest first quarter for new customer acquisition in our 12 years in business. We are seeing a growing need for our services across the board, but one of the biggest factors driving demand is the general market’s increased focus on inside sales strategies within B2B […]
The Real Costs of ‘Appointment Only’ Lead Generation
International B2B sales coach Anthony Iannarino says in his blog post, You Get What You Pay For. More or Less., “All things being equal, they’re right to choose price. But all things being unequal, buying on price alone is dangerously short-sighted and foolish.” This is good wisdom when you’re considering partnering with a b-to-b lead generation […]