3 Digital Prospecting Mistakes & How to Turn them Around

If they click on your content so much, why aren’t they buying from you?

While click-through in some B2B industries is considered “sales gold”, it is important to remember that only human contact can reconcile what those clicks really mean. How many of them actually represent a prospect moving into your sales funnel? Check out the 3 top ways that digital prospecting assumptions can be misleading, and how to leverage click-through toward a meaningful sales opportunity.

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0 comments - Posted by Kathy Tito at 11:51 AM - Categories: B2B Lead Generation | B2B Email Marketing

3 Ways to Start Filling your Sales Pipeline Today

You have never been more accessible to your prospects, and vice versa. But do you have the time, skill-set, and resources that you need to optimize your touch-points?

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0 comments - Posted by Kathy Tito at 10:23 AM - Categories: Inside Sales Trends | B2B Lead Generation | Social Media for the Complex Sale

Call First, Email Second: 4 Ways Cold Email Hurts Sales

Make your prospects look forward to your email.

Stand out with this underutilized best practice to maximize ROI on marketing spend.

It will also help you avoid having your email account shut down!

There are several mission-critical reasons to consider reversing the common marketing strategy of first emailing a list of prospects that have never heard of you before, and second, calling them to “follow up”. Sometimes called “Cold Emailing”, this practice puts the cart before the horse. This is where you do an email blast, and either hope your prospect will pick up the phone and place a six-figure order, or you get someone to place phone calls that start with “Just following up…Did you receive our email?” Multi-touch campaigns can be very powerful, but the order of the touches can make all the difference to your sales cycle.

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1 comments - Posted by Kathy Tito at 12:13 PM - Categories: B2B Lead Generation | B2B Email Marketing

7 Actions to Maximize the Yield of Your Prospect Database

Your prospect database is a living thing. It is composed of living, breathing people and the companies that house them, both of which undergo constant change. Offices open and close, companies start up, move, get acquired, or go out of business – and that’s when economic conditions are good.  As a living thing, the list itself can be characterized as productive, or not. These tips help your list actually yield sales opportunities, allowing people to identify the ripe ones, and harvest them.

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0 comments - Posted by Kathy Tito at 11:46 AM - Categories: Quick Tips for B2B Lead Generation

3 Tips for Avoiding a Flood of Fixed Overhead as Marketing Budgets Thaw

Every day for the next few weeks, sales and marketing executives are making the decisions that will set the course for achieving their 2010 sales goals. This requires considerable fact gathering and ROI estimation.

As a provider of outsourced lead generation services since 1992, CCSI is pleased to see a number of completely US-based outsourcing alternatives surface and gain acceptance as not only the “cost-effective” way to manage business, but simply the “best alternative” with the most desirable result when compared to developing the expertise in-house.

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0 comments - Posted by Kathy Tito at 10:47 AM - Categories: B2B Lead Generation

Which Top Sales Strategies are Being Enacted Today?

As companies align marketing projects with sales strategies, we are seeing a trend in the types of programs that gained popularity in Q4, and are going strong today. The common goal is prospect targeting and qualification. See how companies "spend to save".

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Posted by Kathy Tito at 12:18 PM - Categories: Inside Sales Trends | B2B Lead Generation

The 3 Most Over-used Words in Sales Today

At this point, “Just Following Up” has become a euphemism for “Are you ready to spend money on me now?”   Can you actually bug someone into spending money?  Or does the money come after you have proven that your organization can provide the best solution for a defined task at hand?  This article explains how you can put yourself in the position to achieve the latter.

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0 comments - Posted by Kathy Tito at 5:09 PM - Categories: Inside Sales Trends