Selling in Pandemic

Grab Attention and Get Replies with These 5 Email Marketing Tips

I speak to a lot of people I think of as “email marketing armchair quarterbacks.” To them, it’s all easy. Tap out a few sentences on the keyboard. Hit send. Touchdown. Then I ask about the last memorable email they received. Or the last time they responded to a

The B2B Lead Generation System

B2B lead generation is the foundation of business growth. Yet here we are in the middle of a pandemic, half in and half out, somewhat open, but not open. Businesses are attempting to adjust, developing new offerings and selling remotely to the best of their ability. They’re struggling to

How to Shift Target Markets in These Uncertain Times

By Kendra Lee The foundation of your lead generation strategy is your target market. It defines the personas you are going to target, the key messages and problems you should talk about, and even the activities you should use. The question I’ve been asked a lot recently is “What

7 Steps to Hosting Webinars that Capture Leads

By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities. Meanwhile, they feel stuck, fearful, and unsure of

Checklist: Building a Lead Generation Machine

As businesses build their recovery strategy, one of the most important aspects is having a consistent pipeline of leads. Yet, many small and mid-sized business owners started the pandemic with a weak pipeline and are now frustrated because they don’t know how to create consistent future business. They’ve invested

Your Value is Like a Homemade Chocolate Chip Cookie

By Kendra Lee I love to bake. Every Sunday I make three batches of chocolate chip cookies for my family of three boys. Friends who stop by know the cookie jar will be full and ask to dip in. No kid or adult is immune, and they can never

6 Ways to Stay Visible Post-Pandemic

By Kendra Lee The pandemic has business owners thinking very differently about their organizations. They’re scrutinizing their solutions, go-to-market strategies, and processes. They’re re-examining their staff and providers. While they may have had solid a solid business pre-pandemic, now many are scared they won’t be in business post-pandemic. At

Post-Pandemic Prospecting: 5 Ways to Succeed Now and in the Future

By Kendra Olney Lee I can picture a future where we return to restaurants, local shops and baseball games. I can’t see us returning to work in the exact same way we operated before the pandemic hit. More people will want to work from home and business owners will

Do Your Prospects Know You’re There? Keep Marketing!

By Kendra Lee While people have been sheltering in place away from coronavirus, some companies have been patiently waiting for the world to open again. But, while they’re accommodatingly pausing, giving prospects space to deal with the upheaval in their environments, those same prospects have been grappling with needs

Are You Weathering or Withering?

By Kendra Lee Let’s cut to the chase. Are you weathering or withering right now? While none of us has experienced a pandemic before, think back on previous challenging times: The Great Recession, 9/11, and if you’ve been in business long enough, the Dot.com crash. How did you handle