For some owners of growing businesses, the thought of generating leads at a networking event is enough to make them cringe. After all, many do not want to spend their limited free time in a [Read More]
Driving visitors to your Web site — and coaxing them into providing contact information — is one of the best tactics for generating sales leads. However, only 4–8 percent of people who click to a [Read More]
Late summer is a busy season for trade shows and other industry events. A booth can be a great forum for sales lead generation and getting new customers — as long as key prospects attend. [Read More]
Spam email, blogging, instant messaging, television, canned phone messages, and other electronic methods of mass marketing have desensitized the American buyer. So says Alan Bayham, president of Bayham Consulting, LLC (bayhamconsulting.com). Despite countless surveys [Read More]
Closing a sale is not an event; it’s a series of meetings and little victories that begin with a phone call to a potential customer. Rick Davis, president of Building Leaders, Inc. and author of [Read More]
When a great product isn’t selling, the salesperson is probably to blame, right? Pure myth, says Martyn Lewis, founder, president, and CEO of Market–Partners (www.market–partners.com) and author of the book Sales Wise: A [Read More]
Heroes are not made when life is easy. That’s the philosophy salespeople — particularly in the building industry — should take to heart in a challenging economy, says Rick Davis, president of Chicago-based Building Leaders [Read More]
It has long been suggested that to become a more dynamic presenter, one should picture the audience in their underwear. In many cases, however, it’s the presenter who gets dressed down for an uninspiring performance.
For [Read More]
Why does it take so long to get from initial pitch to signed, sealed, and delivered? Maybe it’s because your best marketing and business development efforts are out of sync with the way the real [Read More]
Why would consumers buy your brand? Ask the average business owner or salesperson that question and you’ll probably get a blank stare. That’s because they are not taught to understand the mind-set and motives of [Read More]
