Friday, September 3, 2010

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Marketing and Advertising

Would You Like to Have Predictable Revenue?

August 24, 2010

Image via Wikipedia Small businesses, like most mortgage, debt, or insurance companies struggle to do all the things necessary to provide stable revenue. Most are only a few people and everyone wears a variety of hats, from accounting to sales to marketing. This makes it hard to do any of it well. This is the [...]

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Don’t Confuse Suspects with Leads

December 31, 2009

Image via Wikipedia There is a distinct difference between leads and a list of names. I call a list of names and numbers suspects. Data providers often mislead clients into believing that they are getting leads when they get these too good to be true prices on thousands of leads. Make Sure You Have Leads [...]

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Getting the Sale Started May Be More Important than Closing

December 29, 2009

Image via Wikipedia We have all heard the infamous sales mantra–ABC, Always Be Closing. But what about Openings? This is the essential question Anthony Iannarino, of The Sales Blog asks, what’s more important the opener or the closer? Closers are Charging Hard, Maybe Too Hard Often the ABC persona will run customers hard into the [...]

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Why Do Aged Leads Work?

September 23, 2009

Image by Getty Images via Daylife We have certainly discussed this before, but I want to take a little different angle on the topic this time. I recently received a marketing email from a lead management software vendor talking about the number of leads that go ignored in sales people’s pipelines. The number was enormous-they [...]

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Do You Love Cold Calling?

September 4, 2009

Image by MikeSchinkel via Flickr Cold calling is really the center of the aged lead business. You are making a commitment to working hard and making a lot of calls when you buy aged leads. Chances are these are leads that other lenders or debt businesses passed on or rejected. Cold Calling is Real Sales [...]

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Should You Brand Your Blog?

September 1, 2009

Image by Simon Collison via Flickr I know many of you blog to build your personal brand or increase you flow of high quality exclusive leads. The question is are you branding that blog or just spitting out content? 3 Reasons to Brand Your Blog I came across a nice article on CopySnips.com about branding [...]

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Sales 2.0 Conference in Chicago – September 10th

September 1, 2009

Image by jkgreenstein12 via Flickr I wish I could attend the Sales 2.0 Conference in Chicago this month. The conference is often full of good stuff on sales innovation and data to back the ideas. This event is going to cover topics like: improving the productivity on your sales pipeline, sales lead management 2.0, sales [...]

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Lead Nurturing or Drip Email?

August 27, 2009

Image by Getty Images via Daylife There is a big discussion in the sales and marketing community on lead nurturing. Most equate it to a fancy term for drip email campaigns. This analogy would mislead you into missing the value of lead nurturing for your prospects. Lead nurturing is especially powerful when you are attempting [...]

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Failing Faster, to Success

August 25, 2009

Image by AlexWitherspoon via Flickr Failure is the number one fear and enemy of a sales person. More so than any other profession, salespeople hear the word, “no.” Like a baseball player, failing 70-80% of the time makes you a rockstar. But what do all those failures do to your confidence? Being a sales person [...]

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Email Campaigns that Convert Aged Leads

August 17, 2009

Image via Wikipedia It has been awhile since we talked about email. I am still surprised how many people buy Internet leads and never use email. If a homeowner or borrower is going to the Internet to inquire about mortgages or debt settlement I guarantee you they are email users. Phone calls are instant success [...]

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