Email Marketing

Email Marketing can be an effective and affordable method to reach new potential customers and increase revenue per customers.  Email Marketing can be challenging for sales teams. Find helpful tips to start simply and build to email marketing campaigns that drive significant business value.

Getting Contact Management Implementation Right Takes a Bit of Time

You gotta love it when customers help you see your own business more clearly! I had an experience like that today.  This customer, we’ll call her Nicky, just joined her company as Director of Sales.  Prior to her arrival, there has been NO sales tracking, contact management, CRM or marketing to speak of. Nicky’s fought … Continue reading

You Can’t Automate What You Don’t Understand

I’ve often said that business owners and sales managers that go looking for contact management and sales automation solutions for the first time are having a knee-jerk reaction to a fundamental sales problem.  Somethings going wrong with sales – its not growing fast enough, large clients are leaving, they’re having trouble hiring and training new … Continue reading

Marketing Opportunities are Passing You By

With the release of “ACT and Outlook are Holding You Back“, I’ve had the opportunity to talk with lots of business owners struggling with their contact management system.  There’s a common theme among them that has me scratching my head… Just about all of us know that the funnel works like this – •Marketing generates … Continue reading

“Contact Management Ain’t Easy, Its Essential”

Contact Management Essential  – This quote from a long time friend and marketing guru, Bobby Michaels. Bobby had just read “ACT and Outlook are Holding You Back” and I guess it got his motor running!  He was on fire! Bobby made some excellent points, harkening back to years ago when we worked together in previous … Continue reading

ACT! and Outlook are Holding Your Business Back

You’re a small business.  You’re lean and mean.  You can make your competition look like a bunch of chumps! Except… ACT! and Outlook are holding your business back from being everything that it can. We’ve just posted a new report that includes: 4 Reasons ACT! and Outlook are not working for you 7 Easy to … Continue reading

The one thing you changed in 2007

SalesTeamTools.com has asked its contributors to answer the question, “What’s the one thing you changed in 2007 that had the greatest impact on sales?”. There have been some fascinating responses. Jan Visser, founder of SalesTeamTools.com, asked me to contribute my two cents to the discussion. Click here to read my post to SalesTeamTools.com   The … Continue reading

Making your horses drink the water

Sales wins customers and customer service keeps them.  Growing your business depends on both.  In recent posts, I’ve addressed how easy and profitable it can be to use an information system to beat the pants of your competitors at customer service and turn your sales reps into top performers by getting them just a little … Continue reading

The end of advertising as we know it

Well there it is! If you have anything to do with marketing or selling, you need to read IBM report, “The End of Advertising as We Know It”, I picked up on TechCrunch!   Its a validation of all the trends we sense in the industry with some fascinating stats and trend data. There’s a … Continue reading