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    Are you getting your 80% by focusing on the right 20%?

    Are you getting your 80% by focusing on the right 20%?
    We have all heard of the 80/20 rule in business. We’re sure you remember the adage that 80% of your business/revenue comes from 20% of your customers/efforts. It has been true for many years and it continues to be true today. Recognizing this as a universal rule of business is the most critical thing you will do. The question that naturally ...
    Rated: +3
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    5 Steps to Get Business Today

    5 Steps to Get Business Today
    You need more business! We’ve heard it loud and clear. In today’s economy many are struggling, but there are some who are doing very well. The key is the principles which one applies. Here are some important steps you can take right now to generate more business --- and one to avoid at all costs. Apply these principles and notice how ...
    Rated: +6
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    Developing a Referral-Based Mindset

    Developing a Referral-Based Mindset
    Are you like over 85% of all salespeople, professionals, and business owners who find acquiring high quality referrals from your customers and clients difficult and frustrating? You’ve heard the sermons about how referrals are the best marketing method there is—and then discovered that few generate enough high quality referrals to actually make referrals a significant part of their marketing plan? Like ...
    Rated: +1
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    12 Ways to Get Your Prospects to Call You Back

    No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave them sounding just like every other sales person in the world. If you want to get more return calls from your ...
    Rated: +1
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    Drowning In Your Social Media? Aggregators to the Rescue!

    Drowning In Your Social Media? Aggregators to the Rescue!
    Listening to your customers on social sites isn't just a trend; it's crucial to establishing your brand as connected, helpful and hip. But with accounts on multiple social sites connecting you to disparate groups of friends, colleagues and contacts, keeping an eye on their updates and managing your own can become an unwieldy and time-consuming process. Thankfully for the time-strapped entrepreneur, ...
    Rated: +1
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    Opinion: Why Is Everyone Buying Lists?

    Opinion: Why Is Everyone Buying Lists?
    Companies that sell lists of sales leads promise that if you use their list, you’ll gain instant access to the right person in your target company. These companies imply that with their list, you’ll learn more about your prospects before you pick up the phone. But, in fact, lists are not leads. Lists are lists. They may be a way for ...
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    Developing a Referral-Based Mindset

    Developing a Referral-Based Mindset
    Are you like over 85% of all salespeople, professionals, and business owners who find acquiring high quality referrals from your customers and clients difficult and frustrating? You’ve heard the sermons about how referrals are the best marketing method there is—and then discovered that few generate enough high quality referrals to actually make referrals a significant part of their marketing plan? Like ...
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    The Seven Types of Prospectors

    The Seven Types of Prospectors
    Excerpt from Keith's best selling book on prospecting endorsed by Ken Blanchard and Brian Tracy! More here. In all of my years of training and coaching managers, business owners, sole practitioners, non-selling professionals and salespeople, one thing is for certain. Each person has a unique communication style and approach. That's a great thing and something I certainly encourage each person to ...
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    Influence Others to Attract More Business, Be Successful

    Influence Others to Attract More Business, Be Successful
    Whether you're climbing the corporate ladder or running your own business, you want to develop influence. Influence is a critical component to develop if you want to bring about collaboration and ultimately create buy in. As I look at influential people, I find that they have developed key characteristics that make them successful. You, too, can develop influence to increase sales, ...