The Customer Collective and Oracle CRM are offering a timely new whitepaper called What is Your Recession Sales Strategy?  Based on our online survey and detailed interviews with leading sales gurus, Josh Gordon, author of  Selling 2.0: Motivating Customers in the New Economy, offers a comprehensive look at the stategies and tactics that companies are using now to weather--and prosper--in the currrent economic downturn.  ...

In today's business climate, sales organizations think that they have to increase their activities to counteract the increased reluctance of customers to buy. These increased activities will however not necessarily be rewarded by higher revenue.One might end up trying to get more juice from an already squeezed out lemon. Read below the thoughts of Ian Brodie, triggered by my mentioning of diminishing returns to sales calls in a previous post:

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Mr. Obama's new chief of staff, Rahm Emanuel, is as "take charge" as they come. Democratic strategist Paul Begala recently described Emanuel's aggressive style as a "cross between a hemorrhoid and a toothache" then added, "I love Rahm, but that's...

Friday, I wrote a blog post about focusing on one BIG thing when formulating your 2009 marketing plan - that by biting off more than you can chew - you can jeopardize your entire program. Feedback indicated there are some people out there even intimidated by doing one BIG thing, and that you should encourage breaking down [...]

Wendy Weiss, “The Queen of Cold Calling”, shares tips on cold calling, appointment setting, and getting past the gatekeeper in this bi-monthly podcast.  Today’s topic? 5 Tips for Selling in Tough Times

The Customer Collective and Oracle CRM are offering a timely new whitepaper called What is Your Recession Sales Strategy?  Based on our online survey and detailed interviews with leading sales gurus, Josh Gordon, author of  Selling 2.0: Motivating Customers in the New Economy, offers a comprehensive look at the stategies and tactics that companies are using now to weather--and prosper--in the currrent economic downturn.  ...

You may have suffered personally during this downturn. You may suffer more because it’s not going to be over soon. However, things are different in this downturn – different from the last one we experienced in 2001 – 2003. Because of these differences, we can take advantage of at least opportunities we now have that we didn’t have before.

Opportunity #1 – Better data and data analysis tools  

We have the opportunity to really, deeply...

Discovering and knowing what really works and what doesn’t for lead generation is essential for every marketer. The best way to discover this is through the process of testing.

Personally, I’ve met only a handful of B2B marketers who are consistently testing their offers to optimize them and generate leads more effectively. I think this is due to two things: the first is time (because marketers want to get their campaigns out there), and the s...