Is Your Poor Prospecting Turning You Into a Sales Cliché? The Five Cardinal Sins of Prospecting

Posted by Kristin Luck

Is Your Poor Prospecting Turning You Into a Sales Cliché? The Five Cardinal Sins of Prospecting

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Topics: Lead Generation, Sales Strategy

Four Tips for Maximizing Conferences and Events

Posted by Kristin Luck

Four Tips for Maximizing Conferences and Events

Trade shows and events are typically one of the largest marketing expenses for B2B firms. They can be magical from a brand awareness and PR perspective or, on the downside, a total boondoggle for sales and marketing teams. I often hear sales folk enthusiastically evangelize an event without being able to quantify the number of sales qualified leads generated or demonstrate conversions to sales after their return to an office.

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Topics: Marketing Strategy, Lead Generation, Thought Leadership

Sales Is King Podcast: The Sales vs. Marketing Showdown

Posted by Kristin Luck

Sales is King podcast interview

Scaling sales is the number one challenge most businesses face. Whether you’re struggling to drive lead generation, responding to incoming leads, staffing a sales team, or modeling sales compensation, sales likely takes up more headspace than you may like to admit. In truth though, we often make sales much harder than it has to be.

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Topics: Brand Strategy, Marketing Strategy, Lead Generation

Is Your Poor Prospecting Turning You Into a Sales Cliché? The 4 Cardinal Sins of Prospecting

Posted by Kristin Luck

The 4 Cardinal Sins of Prospecting

I went on my first true sales call in 2000. It was after the advent of the internet, a year after the launch of SalesForce, but before business networking and prospecting tools like LinkedIn and Data.com existed. Prospecting was hard work. My potential client was in a new product group at Proctor & Gamble. As a byproduct of being a researcher by trade, I spent a LOT of time researching him before I asked for the meeting and even more time digging into everything I could find about new product development at P&G once the meeting was set. I didn’t get an immediate “yes” during my meeting, but I stuck with it. I followed up over and over again and when I finally landed P&G as an account, they were a $1M client within the first six months.

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Topics: Market Research, Lead Generation, Thought Leadership

Creating a Viral Sales Engine Through Branding

Posted by Kristin Luck

You’re struggling with sales. It’s ok to admit it….you’re not alone. Scaling sales is the number one challenge most businesses face, and the least discussed. Whether you face challenges driving lead generation, responding to incoming leads, staffing a sales team, or determining sales compensation, sales likely takes up a lot of your head space. In truth, we make sales much harder than it has to be.

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Topics: Lead Generation

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