Lead Generation

  • Are You Using This New Technology to Generate New Opportunities?

    • November 13, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you have Rainbow flatware?  Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings?  Yah, these things exist here.  You don’t?  Me neither.

    Have you signed up to use a company that uses AI to generate leads for you?  You haven’t?  Me neither.

    It seems to me that the only companies using AI to generate leads are the companies trying to sell you their services using AI to generate leads.  How ironic!

    read more

  • Case History – Another Pitiful Sales Cold Call Exposed

    • March 2, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Case History - Another Pitiful Sales Cold Call Exposed
    read more

  • Does Inbound Marketing Deliver Good Leads for the Sales Force?

    • March 1, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    At least that’s the promise.  And it delivers on the promise – to a point.

    People submitted their names and email addresses (and perhaps more) to receive samples, download a white paper, request more information, view a video clip, subscribe to a free trial, subscribe to a blog or newsletter, get free use of a tool, or receive some premium content. To that extent it delivers on delivering leads.  B U T, are the leads any good?

    read more

  • Who Cares More – Sales or Marketing?

    • February 9, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It all depends on the parameters.  I’ll list a dozen or so items that both sales and marketing should care about and provide my opinion about who cares more.  Then you can tell me how wrong I am.

    read more

  • Game Seven – There is No Tomorrow with This Sales Opportunity

    • June 18, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Don’t turn opportunities where there IS a tomorrow into a desperate, “How much of a price concession do we have to make?”, last ditch effort to close it today scenario, but do turn a customer/prospect-initiated deadline into a Game 7 scenario where you do whatever it takes to earn that business!

    read more

  • Sales 2.0 – The Answer to our Prayers or a Costly Distraction?

    • May 5, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Let’s take a look at this phenomenon from another perspective.  Sales 2.0 is simply a high-tech, 21st Century version of the low-tech, 20th Century method for approaching, engaging and getting in front of prospects.  You know what I’m referring to:

    read more

  • Who Do You Call When Your Sales Forecast is Busted?

    • April 20, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When your short-term sales forecast indicates that you’ll come up short this period (month), what do you direct your salespeople to do in order to fill the gap?

    read more

  • Should Social Networking Support the Sales and Marketing Effort?

    • August 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If sales and marketing were husband and wife the divorce rate would be much higher than that of the 50% for traditional marriages. 

    read more