Cold Calling is Not DEAD

Real Leads

The hot topic in sales recently is that cold calling is DEAD. The lead generation landscape has changed. Publish good campaign content and people will flock to you. Engage on social media to begin prospecting conversations. Don’t bother with calling. Nobody picks up their phone anyway. But I disagree – emphatically. Cold calling is not […]

How to Combine Lead Generation and Sales Prospecting Campaigns

Mass Email Campaigns

A few weeks ago, I got an email from a savvy sales rep and client of ours who is in the middle of a lead nurturing campaign and prospecting for clients. He was reading Jeb Blount’s new book, Fanatical Prospecting (which I highly recommend), where Jeb says prospecting should not be done via bulk email, […]

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 […]

What to Do with Sales Leads that Aren’t Ready

Whether you’re in sales or marketing, you have a list you’re targeting and you’re using email nurturing and lead generation campaigns to uncover who’s interested right now. But are you doing more than looking for immediate appointments from your target list? Because you should be.

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 […]