work writing 
ViewPoint
NOVEMBER 8, 2017
This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). Unless you crack this problem, nothing else is going to work. I asked if they had tested the list for validity.
ViewPoint
FEBRUARY 14, 2017
Both times state your number slowly enough that the prospect can write it down. Start working on better, more effective voicemails and test, test, test. Best case you get a call back that turns into an angry prospect because of your approach. Speak slowly and clearly. Leave your telephone number twice. Be persistent.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
ViewPoint
OCTOBER 3, 2017
By leveraging the work done in the first go-round you save a lot of money, a lot of time … and have more to show for your efforts. In that blog, I write: “The bottom line is that you should be speaking to prospects from the top of the funnel to the bottom of the funnel. The math isn’t real complex.
ViewPoint
MAY 19, 2015
The main point of the article is that the best writers read their audience, and the times, to write content that resonates with that audience—meaning that the content is not necessarily proven, it’s simply what the audience wants to hear. Do sales reps like to cold call? Would the message, “cold calling is dead,” resonate with them?
ViewPoint
FEBRUARY 8, 2016
All CMOs need to work towards making the company sustainable from a marketing standpoint. Successful CMOs work towards short-term and long-term success simultaneously by investing in and perfecting their lead generation machine. Before we go into detail about each role, it should be noted that these roles need to work in harmony.
ViewPoint
JUNE 7, 2016
In another blog post , SiriusDecisions’ Jay Gaines (vice president and group director, demand) writes that getting sales to accept a lead (thereby terming the lead a sales-accepted lead, or SAL) is the most important (and most overlooked) step in the demand creation process. For various reasons, sales often won’t accept the lead.
ViewPoint
OCTOBER 1, 2013
It doesn’t develop naturally; it takes work. Ardath, who has more than 28 years of marketing and sales experience, discussed how important writing and storytelling has been to her success. They need “content CliffsNotes,” which would be a way for salespeople to skim and find something that might work.
Expert insights. Personalized for you.
378 
Let's personalize your content