Just Because They Speak English, Don’t Believe They Think Like You
Recently I spoke to about a hundred undergraduate and MBA marketing students. I was asked to share during my talk what I have learned along the way. I shared my key learning’s in a previous post. Part...
View ArticleCRM Insights – Where Service Meets Technology
It seems that almost 100% of the time that we work with a new client the first question is always, “There is so much we need to do, where do we even start?”. That is a great question but it stems from...
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Taking another bite of the apple
Recently I sat in a meeting to discuss the results of a lead nurturing campaign. For this client we called previously marketing qualified leads to determine if their prospects were still in the market....
View ArticleTrends: CRM for Your Sales Channel
SmartLead has been in the Sales Lead Management and CRM space for over 30 years and there are a few trends that we have found which set the “best-in-class” clients apart. These trends are deceptively...
View ArticleEvery story needs a point! That’s the point of this one!
My niece is an actress. She has her theatrical arts degree and has decided to make acting her career. Last weekend I traveled to Chicago and saw her in a play. A huge festive family dinner followed. At...
View ArticleLeading through teamwork
I recently attended a chamber music concert with my wife. We arrived just before the start of the event and like last minute arrivals at church we were seated in the front row. The principal violinist...
View ArticleFirst In, Best Dressed
When living in New Zealand I heard the expression, “First in, best dressed”. I had no idea what it meant, but in the context that it was said I had to assume it translated to, the first person who...
View ArticleRequalify leads to increase sales yield.
Recently I sat in on a client review to discuss the results of a calling campaign to increase the sales yield for previously qualified leads. This client sells through the independent channel....
View ArticleSmartLead’s Channel Marketing Management
Selling through the independent channel is the predominant go-to-market strategy for Business to Business (B2B) organizations. If you are like many companies, you are asking your partners to help...
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Oh say, can you key?
Meet the leads from your last trade show. Oh, sure, you scan everyone who comes through your exhibit but being a first class opportunity catcher, you are taking names during the sessions, at lunch and...
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