January 2012

3 e-mail errors that lead to low response

Sending e-mail to prospective customers can feel as hopeless as leaving that fifth or sixth voice mail. But your salespeople can improve their results simply by being mindful of the three biggest reasons prospects ignore e-mails, says Kendra Lee, founder of the KLA Group (klagroup.com), a sales consulting and training firm.

The buyer’s lament

If you’re finding it harder and harder to set up meetings with potential buyers, you’re not alone. Sales prospecting isn’t easy these days. But the real problem is that most sellers don’t understand how their prospects are evaluating their attempts to get in. This lack of understanding is the root cause of most prospecting failure.

Watch Congress and do the opposite

We’d be remiss if we reinvigorated the Sales & Marketing Management brand in print and online without including a kernel of wisdom from Seth Godin. If his blog (sethgodin.typepad.com) isn’t a regular read of yours, it should be.

Dare to dream, but ambition gets more accomplished

In his new book “The Hidden Agenda: A Proven Way to Win Business and Create a Following,” author Kevin Allen defines “real ambition” as the human desire to create something good where nothing existed before.

Content Marketing Grows Up

2011 was a big year for content marketing, the technique of creating and distributing relevant information to engage with a target audience with an ultimate objective of dri

Smooth landings

It’s estimated that up to 50 percent of visitors to landing pages will bail in the first eight seconds. E-mail marketers spend countless hours and untold millions trying to make recipients click on a link leading to a landing page, but delivering only clicks is short-changing the company. Marketers need to convert prospects to customers; clicks need to result in purchases.

5 perceptions that block stellar performance

If you want to improve employee engagement, it’s not enough to model best practices demonstrated by employers such as Zappos, Southwest Airlines, and other denizens of the various Best Places to Work lists.