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Investigative Prospecting

As a sales professional I always found it more productive to initiate informed conversations with my prospects vs. making tons of calls hoping to get a hit, i.e., someone who happened to be in the market for “xxx…”  I made fewer dials but had a significantly higher qualified appointment rate. But this post isn’t about [...]

Marketing Lessons from My Furniture Mover

During most of March and April I’ve been consumed with selling my house and purchasing another.  From inspectors for this and that, to contractor estimates, to selecting the service providers who will move my household goods and furniture its been an overwhelming process of specing needs, soliciting bids, evaluation and final commitment.   Aannd….you ask:  [...]

Intelligent Targeting

By now it seems clear that matching product or service offers to the consumers who need them, want them and are ready to purchase is the best possible marketing practice.  This is targeting, pure and simple.  Among the many goals of target marketing, efficient use of resources is one of the most important, especially if [...]

B2B Aquisition – Simple but Effective

I’ve been posting recently about multichannel marketing,  “Multichannel Marketing Integration is Vital”, and while I’m convinced that communicating in multiple channels makes for very satisfied customers and responsive prospects, I’ve also noted that it’s possible to be successful even when using one or one+ channels. Case in point:  a large, eBusiness company wanted to acquire [...]

Multi-channel Marketing Integration is Vital: 3

But How Do You Actually Get There? Part 3 As I’ve been discussing in the post series, “Multi-channel Marketing Integration is a Vital Start But How Do You Actually Get There? Part 1″,  knowing what to do is a start but if you are a small to medium business, or a small department in a [...]

Multi-channel Marketing Integration is Vital: 2

But How Do You Actually Get There? Part 2 As I’ve already mentioned in my last post “Multi-channel Marketing Integration is a Vital Start But How Do You Actually Get There? Part 1″,  knowing what to do is a start but if you are a small to medium business, or a small department in a [...]

Multi-channel Marketing Integration is Vital

But How Do You Actually Get There? Part 1 I like to quote or reference colleagues’ posts, articles and such, but this time I find myself quoting from a solicitation to a webinar! That’s because it summarizes one of the biggest challenges you face as a marketer…cross-channel integration. Hats off to “Direct Marketing News” who [...]