When Is It Time to Give Up on a Lead or Prospect?

How many follow-up attempts is enough for a sales lead? How long should one keep trying to make a sale before giving up? What's the criteria or rule of thumb for following up with leads and prospects? Each business has to formulate it's own business process and rules. And there...

7 reasons to stay in touch with your prospects and customers

Staying in touch with prospects and customers is about as important as anything your organization can do.  Staying in touch has great significance. 7 Reasons to Stay In-touch: Repetition offers you multiple opportunities to be in the 'right place at the right time' for when your prospect or customer needs...

Being in the Right Place at the Right Time

Earlier in the year I was asked to write a guest column for a publication by the trade organization PSDA.  In their magazine "PS" they published 6 articles by me over 3 months .  One of those articles was titled "Staying in Touch and the Power of Repetition." Here is a...

Marketing Automation – Do I have your attention now?

If you’re concerned about your organization’s marketing, the likelihood is that the term “Marketing Automation” interests you since in a new survey of marketing professionals, 76% say marketing automation is “very important.”  Yet, according to this same survey of marketing professionals, over 58% are making limited use of marketing automation...

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