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No Internet marketer wants to make important decisions by guessing, but in effect this is exactly what many of them do — without even knowing it. Although they’re not throwing a dart at a board or randomly picking a number, they’re making important decisions about their lead generation websites and campaigns without all the information ...

During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below. They are not listed in any order of ...

You might discover that instead of on LinkedIn, the business opportunity you are seeking might be right next door. My friend Sarah that told me she obtained a job as marketing head for a new startup company. Not only will she be paid a salary, she’ll also be receiving a percentage of the startup’s revenue. ...

“If only HP knew how much HP knows, we would be three times more productive,” Hewlett-Packard CEO Lew Platt said. Had Mr. Platt been referring to his sales organization, he would have increased the multiple. Sales teams possess immense knowledge – from finance, marketing, strategy, product engineering and customer support to street smarts about customer ...

Thomas Edison famously said, “Genius is one percent inspiration, 99 percent perspiration.” If you want to be a genius at prospecting, the inventor’s insight explains how to do it. The key to successful sales prospecting is preparation: The more thoroughly you vet your suspects, the richer your ultimate prospecting list will be — making you ...

Using the data from your CRM, product usage and engagement metrics, define what your ideal user looks like, and what sort of company that user works at.

One of my earlier sales jobs was at a Porsche-Audi dealer in El Paso, Texas. I have a number of entertaining stories from that time period. Here is one–the moral of which is that sometimes you just have to hold your price to get it. Since we were the only Porsche dealership for hundreds of ...

1. Your company’s Go-To-Market strategy is understood by your sales team. 2. Instead of staying at the back end of the pipeline frantically trying to get deals closed, most of your time is spent at the front end helping qualify early-stage opportunities. 3. Your company has evolved and clearly defined an ideal target customer profile, ...