Monthly Archives: May 2005

Just when I need encouragement, I got it from the Big Picture Guy. True to his name, his comments to my post “Turn on the Juice” looked at the ‘big picture’ of what it means to be a marketing manager–what … Continue reading →

Sometimes I have to wonder what takes so long to get an order these days. About half of the items on my May forecast haven’t closed because the order is trapped in red-tape. You’d think technology would make getting an … Continue reading →

How does one sustain the energy to do your job sometimes? For all my years of being a salesperson, I’ve found that the surprise of the next incoming call can drive my energy. Even if in a slump, a phone … Continue reading →

Salespeople love winning ‘sole source’ business because they don’t have to compete. For their company, and even their customer, it may not be the best thing. Here’s an outtake from a buyer’s perspective at ThomasNet’s Industrial Market Trends blog/newsletter (bold … Continue reading →

While I’ve had some recent run-ins with whiney leads who don’t want to be contacted, they are the exceptions. MarketingVox confirms that assumption with this post this morning: Study: Same-Day Lead Follow Up Boosts Satisfaction: “88 percent of those contacted … Continue reading →

Most of us marketing bloggers seem to be from small companies. Myself, I’m a cube dweller in a company of about 100. How would it be to drive a beemer to work, take an elevator to your floor, and going … Continue reading →

My belly burned and cheeks flushed as I read Mike Boyink’s post today, titled So What? His comments could have been written by one of my website’s prospects, and it kind-of hurts: “So I came to this website and read … Continue reading →

My post on friday about some recent propects’ blatant contempt for our attempts to contact them was just a reflection of my salespeople’s frustration. But the comments I got brought me back to being a marketer, so thanks. Alanmed told … Continue reading →

Is this bizarre behavior or this now the norm to expect from prospects? Case 1: We had a web-lead request for a quote on 12 of smaller product, which would total over 100K, but all he left was his email … Continue reading →

We B2B marketers have been taught that we need to give our prospects facts so they can make a rational decision. But then we wonder why they end up selecting their existing vendor anyway. How can we change their behavior? … Continue reading →