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Cold Warm Calling in the Social Selling Era

August 1, 2011 in Client Acquisition, Inbound Marketing, Sales, Social Media

Sales, and in particular B2B sales, has always been social. For decades, the cold call was the initial step to building that relationship. Following the cold call are a series […]

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Sales Hunting and Farming

April 1, 2011 in Client Acquisition, Lead Generation, Sales

Farmers and Hunters… Every company needs a mix of each of these types on their sales team. BUT, the reality is that there are tons more farmers out there than hunters. Why is this the case? Well, there are varying psychological reports that outline why, but the simplest answer is probably broken down into two parts: hunters receive more rejection, and farming is far easier.

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4 signs your lead generation efforts are not helping you sell more

March 21, 2011 in Data Management, Lead Generation, Sales, Website

IT solution providers spend approximately $25 billion per year worldwide on lead generation programs; $10 billion in the U.S. alone according to analyst firm IDC.  Vendors who invest in outbound […]

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