Posts by Category: Lead Generation

How Loud Can You Be? Finding the Right Number of Prospects to Nurture


Just how loud—or quiet—are you? What’s the “volume” you’re selling at, and is that volume effective for your target audience? Finding the right volume, and by that we mean determining how frequently to reach out to prospects at all stages of the buyer’s journey, is critical for effective sales.

But how do you determine that volume?…


A Powerful Motivating Force for Sellers

Original post from Anthony Iannarino:
On Abusing Fear:
Fear is perhaps the most powerful motivating force available to marketers and salespeople.
So many people suffer from a dormant form of dissatisfaction that fear is sometimes what is necessary to wake them up to the real dangers they face. You need to shake them out of their comfort zone.

The Common Denominator in Creating a Great Buyer Experience…

Original post from Deb Calvert:
3 Ways to Give Your Buyers an Awesome Connecting Experience:
In last week’s post, we laid out the “most significant shift in economic history” and how it impacts sellers. It all comes down to our buyers’ demands that we allow them to “be participants in creating what they want.”
Which brings us here, to the natural follow up question: HOW can we give them those experiences where they participate in creating what they want?

Pricing Pitch: When’s the Right Time?

Original post from Colleen Francis:
Are You Scaring Your Buyers Away?:
What’s the easiest way to lose control of the sales process?
I’m sure you’ve noticed, many salespeople hold off on presenting their price to a prospective client until the final written proposal. If you avoid discussing pricing options until the very last moment, you make it too easy for the prospect to ignore you.