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What is a Quality Sales Lead?

If you are measuring the effectiveness of your marketing programs by the number of leads produced without answering the question: “ What is a quality sales lead ”;  you’re not only wasting your time and money, but that of your sales organization. For years marketers have had to deal with the stereotype that what we do is smoke and mirrors.…

Is Your Value Proposition Unique?

You’ve certainly heard the term “elevator pitch”; that 30 second statement that grabs attention as you describe your company and what you do. Closely related to the elevator pitch is the more detailed value proposition. The major difference between the two is an explanation of the benefits of what you do that is integrated into the value proposition.…

Customizing Your Lead Generation Programs to the Right Stage of the Buying Process

Building successful B2B lead generation programs require anticipating requests and integrating into your response both an answer and an incentive to help the prospect take the next step toward making a purchase decision. This is particularly true for B2B organizations that have a complex sales process. For these organizations, an inquiry from a prospect is only the first step in the lead development process.…
A Better Way to Manage Literature at Trade Shows

A Better Way to Manage Literature at Trade Shows

As trade show season quickly approaches, companies all over the country are opening up their storerooms. They are pulling out boxes of literature printed over the past year (or more) to take inventory of what is available as handouts for prospects who visit their booth. This is the perfect time to develop a better method to manage literature at trade shows.…

5 Tips for Improving the Sales and Marketing Relationship

There is a perception that sales and marketing cannot get a long. In some instances, this may certainly be true, but with proper coordination and planning, even the most harden relationship can become a positive force for collaboration within your organization. Improving the Sales and Marketing relationship is possible. Much like any relationship, it takes both sides to want to participate, and requires that one side take the first step to initiate change.…