Marketing & Prospecting

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Marketing and Prospecting Articles

How to Shop for Lists

Where Lists Come From The types of data available is absolutely mind-boggling. We’re talking anything from what kinds of soup people in Oregon buy, to web-traffic habits of male executives who buy soup, to all soup can manufacturers in Ohio with between 501 and 723 employees. There is tons of data, but there are only a [...]

How to Shop for Lists2013-08-05T00:06:53-07:00

Liability Insurance Primer

Got any "errors and omissions" insurance? Do you really need that? (Does it actually exist?) Whether you need or "should" have liability insurance becomes a sales issue for many consultants, in particular. Since I often provide training to commercial insurance brokers I have access to pros who can answer that question.  This Primer was created with [...]

Liability Insurance Primer2012-11-09T18:41:28-07:00

Is “social” networking networking?

The short answer is yes, of course! As much as some may say it’s different, the new wave, will supplant in-person networking… The interactions you have on LinkedIn, specific listserves, Twitter, and even Facebook are indeed networking. Include these activities in your networking analysis, giving them their own rows. (See “Is your networking working?” for more [...]

Is “social” networking networking?2011-11-10T00:09:44-07:00

Is Your Networking Working?

Networking can be an excellent marketing tool to include in the mix. Because networking is often a favorite, it’s also easy to spend more time, money, and effort than it’s worth. Here’s how to use a simple matrix to make informed decisions. […]

Is Your Networking Working?2011-11-03T15:20:19-07:00

Prospects’ reaction, and motivation

Tania asked: I get motivated when I feel I am making a meaningful difference in the lives of others. I think this could hurt me because of how I perceive negative reactions on the phone. Any suggestions for people like me to remain motivated when cold calling? […]

Prospects’ reaction, and motivation2016-02-18T23:44:39-07:00