By Popular Vote: The Top 10 Sales Posts of 2016

Most Popular Sales 2016

This year I blogged a lot about lead generation and marketing because that’s what everyone seemed to be asking us about. But when I looked back over the year and our most popular blog posts, it was the sales articles that won the prize! (This is a great example of why you analyze the results […]

5 More Reasons Why Your Email List is Failing

Email List Perfromance

In my last post I shared 5 reasons why your email list may not be performing. Here are 5 more reasons you may not be getting the lead generation results you expected. Use this list, combined with the previous five reasons, to determine why your email list isn’t performing.

5 Reasons Why Your Email List Isn’t Performing

Email Checklist

Your lead generation email list is one of the top four factors that cause marketing campaigns to fail.  This issue comes up in every one of my lead generation speaking engagements and many of our team’s initial strategy discussions with new clients. So let’s address it. Over the next several weeks I’ll share with you […]

The 4 Factors That Cause lead Generation Rejection

Perhaps one of the most frustrating things in lead generation is the rejection. People don’t open your emails. Voicemails aren’t returned. Email campaign open rates are negligible. And bounce rates are so high that your email provider sends you discontinuance warnings. Marketing automation has made reaching prospects even more challenging for sales people and marketers […]

The Top 10 Sales Posts of 2015

Well, 2015 is almost in the books, and that means another year of blog posts aimed at helping your achieve your sales and lead generation goals. This year we covered topics spanning the sales process, from prospecting and lead generation to email marketing and closing sales—plus a lot more.

3 Ways to Drum Up New Business in a Huge Sales Territory

A few weeks ago, I got an email from an inside sales rep responsible for drumming up new business aopportunities for his company’s team of outside sales reps. The challenge this rep was grappling with wasn’t figuring out how to generate leads. Instead, it was how to manage the massive size of his territory. Because […]

A Simple Way to Achieve Email Personalization at Scale

Recently, one of my clients reached out with a challenge that many businesses face. While this client knew that personalizing emails, messages, and LinkedIn InMails was important, he was utterly overwhelmed by the task. With a list of 4,000 quality contacts on LinkedIn alone, how could he possibly personalize every message without it consuming every […]