Blog

What’s Marketing Without Lead Scoring?

Marketing used to be a shot in the dark, but it doesn’t have to be anymore. When done right, lead scoring can provide you a map from email contact to new customer by identifying who to follow up with, when to follow up and what to talk about. How easy is that? Learn how to use lead scoring in your campaigns. Something More to Ponder Check out these related tidbits… What is lead scoring and when do you need it? When your prospects’ silence is deafening

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The Number One Way You Sabotage Cold Calling

Cold calling. The sheer mention of the phrase sends shivers down the spines of many salespeople. They hate it. They do everything they can to avoid it. And yet, when the sales funnel is dry, it’s the fastest way to find new prospects. In our experience, a half-day of cold calling will yield an average of 1-2 appointments. A full day of cold call blitzing (non-stop calling) will yield an average of 3-5 appointments. We see this with all the clients we work with whether they’re calling marketing qualified campaign leads or cold calling a list. (The difference is in

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Video: Social Media as a Lead Generation Content Platform

Social media is changing – it’s not just for sharing your community service and vacation photos. It has evolved to become something much more for businesses to engage prospects and customers. Your social media is sharing a lot about you – want to know how to leverage those messages and reach beyond your email list? Watch this video. Something More to Ponder Check out these related tidbits… Why your business needs to be on social media 3 steps to social media success

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Video: Which of These Email Approaches Is Right for You?

Whether you’re in sales or marketing, there are 3 different types of emails that you can employ. Which one should you be using? That all depends on what you want to achieve. Watch this video and find out which emails to use and when to use them. Something more to ponder: Get past the email gatekeeper Writing subject lines that get opened

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Free Your Sales Reps from Burnout

Let freedom ring for your sales reps! Instead of setting a minimum number of first-time calls they need to make, give them the freedom to call prospects as many times as it takes to get that first appointment. You’ll prevent burnout and find that your appointment setters have a lot more success. Something More to Ponder Check out these related tidbits… Key Performance Indicators that demotivate reps When sales reps aren’t selling, what’s the real problem?

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Video: What To Do When Sales Prospectors Fail

If you’re getting poor results from your sales staff, it might not be your staff. When you’re not getting the results you expect, you need to look deeper. Before you fire your whole sales staff, watch this week’s video tip and see what you should do instead. Something More to Ponder Check out this related tip… Step up and lead your sales reps

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Tell Your Clients What Makes a Good Referral

Referrals aren’t about incentives. Your clients would love to give you a referral. But they need your guidance. When you ask for referrals, be sure to share what companies are a good fit for you. That will go a long way in getting quality referrals from your adoring clients.  

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How Prospecting KPIs Can Demotivate Your Reps

Today I was working with a client setting KPIs (key performance indicators) for a new business development sales rep he wants to hire. We calculated the number of sales they need the rep to make this year, the length of the sales process, the number of first-time appointments the new rep will have to conduct every week, right down to the number of prospecting hours required to get those meetings. And then the business owner asked, “But don’t we have to set a KPI for the number of new prospect calls the rep has to make every day – you

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Video: A Lead Generation Strategy When Your Target Market Doesn’t Know You

The success of your lead generation strategy depends on how well recognized you are in your target market. When your market doesn’t know you, your approach needs to be entirely different.  Want to know what that approach is? Watch this video tip. 10 Tips & Tricks to Build an Email List That Converts A FREE Coffee with Kendra lead generation webinar with specific strategies to take away and implement immediately.  Register now!

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Dirty Lists Don’t Perform

If your email list has invalid email addresses, missing names, or lack of segmentation – it’s dirty. Instead of getting good results, you’ll have a high bounce rate, get fewer responses and wind up on iffy grounds with your email provider. Clean your list and get better results. For more list building strategies, join our upcoming webinar on 6/9!

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