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You might be wondering why I am dedicating so much time to considering e-mail v direct mail recently. Apart from the fact that I think it is always important to consider the tactics you use and these are two big ones for lead generation, I am also gearing up for the new data protection regulations […]
Lewis Carrol once said that ‘the proper definition of a man is an animal that writes letters’. Yet according to a recent survey, the number of letters we receive is just 0.01% of the amount of emails that are sent each and every day around the globe! I suppose the reason is partly due to […]
A while ago, I wrote about sales styles and the importance of using the right style with your client. It occurred to me that we don’t often think about our follow up style and whether it fits our customer’s personality style. A lot has been written about personality styles and there are many ways and models […]
This scenario happens to me a lot: I have a meeting with a new prospect which goes really well and they ask for a proposal. I come back to the office thinking I have a deal. I send the proposal through and then the anticipation begins. In my head I have already got a new […]
I have made two, great new discoveries recently. Audible (old hat I know) and Peter Thiel’s recent book, Zero to One. Peter Thiel, who famously created and sold Paypal, states in his book that new technology of all types is more important than globalisation. This is because the latter is based on taking a product […]
You have probably never heard of him, but Alan Lakein, the writer of several self-help books on time management from the 1970s, once said that ‘Failing to plan is planning to fail’. This is true about most things including your telemarketing campaigns. Due to the fact that I run a lead generation company, I am […]
Einstein famously defined madness as ‘doing the same things over and over again and expecting different results’. Lead generation activities always make me think about this because you are doing the same activities every month but surprisingly, you start to get better results the longer you do it. Still, Einstein makes a very valid point, […]
One of my favourite motivational speakers, Zig Ziglar, once said: “Your attitude, not your aptitude, will determine your altitude.” This is true in most situations but I think it is particularly important to remember when attempting to use the telephone to follow up on sales leads, also known as telemarketing, telesales and cold calling. […]
Generally, I am a firm believer that when it comes to promoting and selling your services you should stick to your carefully designed process, developed over years of trial and error. ‘People buy people’ says the old cliché. Whilst true, don’t make it into a reason to stick to what you have always done at […]
Whether your 2017 started a bit quietly or completely crazily, you are bound to have come across numerous opportunities to make a plan. What can I say, it is the season to be planning… I therefore thought it was fitting to look at your sales and marketing strategy plan and why it is useful. I […]