Archive | December, 2010

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Top Sales New Year’s Resolutions

What do you want to achieve in 2011?  It seems like a simple enough question, but setting specific and measurable goals isn’t as easy as it sounds. I find that the best way to set goals is to start by thinking broadly – what’s my long term goal? Then I break it down – what [...]

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Would you Yankee Swap your leads?

Every December BuyerZone holds its annual Yankee Swap. If you aren’t familiar with the concept -everyone brings in a small gift and based on a randomly drawn number, has a chance to pick a gift from the pile and then swap with someone else if so desired. If you draw a high number, you get [...]

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Flipside: what *has* changed in lead gen?

I was reading Brian Carroll’s great post on the things that haven’t changed in marketing over the course of his career, and it really resonated: finding the constants in your industry or occupation is a great way to stay focused on the essentials. But it got me thinking, what are the things that have changed?Sure, [...]

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2010: A look back

As 2010 winds down, we thought it would be worth recapping some of the most popular posts from this year in case you missed one, or if you want to review one of the topics we covered in detail. This was our first year authoring this blog, and we hope you’ve enjoyed our thoughts on [...]

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What secrets are you hiding?

With the WikiLeaks data drop all over the news lately, it got us thinking: what secrets about your business would you not want getting out into the public domain? Here’s a few we can think of right away: Marketing and sales alignment: just a myth.Sure, alignment between marketing and sales is all the rage, but [...]

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Jump-start a stalled sale

In previous posts, we’ve discussed using open ended questions to help discover a prospect’s issues, budget and goals. Occasionally, despite uncovering the issues and providing a valuable solution, your sale stops moving forward. How can you help move a stalling prospect to a close? It’s time to change gears and to ask direct questions to [...]

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Why email marketing gets a bum rap – and why you should do it anyway

“The response rates are really low.” “People get too much email already.” “We only made 3 sales from the last email – and we sent that to 10,000 names!” It’s easy to bash on email marketing: sometimes, the basic stats are embarrassing. Open rates below 20%, click through rates in the single digits – it’s [...]

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Eyes on the prize for 2011

As I mentioned in a previous post, the holidays can cause a slippery slope of declined productivity. So, let’s keep our eyes on sales and marketing trends for 2011 so that we don’t start the New Year off on the wrong foot. Here is a roundup of trends for 2011:Thursday, December 16, at 1 pm [...]

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