Are You Using This New Technology to Generate New Opportunities?

Posted by Dave Kurlan on Wed, Nov 13, 2019 @ 13:11 PM


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!

AI-generated emails make up the majority of the digital solicitations I receive and they are all from companies offering their lead generation services.  These emails are very easy to recognize.  The personalization is nearly non-existent, the formatting is awful, the message sucks, and they lack traditional signature panels.  But the easiest way to recognize that these are AI-generated emails is the workflow.  They never send one email.  There are usually five or six more that follow and they all seem to include some of the same requests to "bump" their email to the top of the inbox, to "take another look" at their offer, "acknowledge" how busy I am, and the one that drives me crazy, that they "hope" I'm doing well.

In addition to AI, some marketers and sellers utilize workflows from their Marketo, Hubspot and similar marketing/prospecting applications.  Emails and workflows from these applications are usually better composed and formatted.  I'm looking at one of those now, from a UK-based technology firm, attempting to sell outsourced IT consulting.  This particular workflow has sent me 9 emails in the last 5 weeks.  They all begin with "Hope you're doing well."  Then they follow with:

  • 1st email: I am getting in touch to make sure your fieldwork and data collection needs are met.
  • 2nd email: This is a quick note to make sure you received my previous email
  • 3rd email: In case my previous email was an educated stab in the dark,
  • 4th email: I am connecting with you to ask if you need additional support
  • 5th email: I hope you had a chance to review my previous email and hope it didn’t get buried in your inbox.
  • 6th email: I am sorry if I caught you at the wrong time with my previous email.
  • 7th email: see 1st email (back to the beginning)
  • 8th email: I am getting in touch today to see if there is a chance for us to collaborate on your current/upcoming projects.
  • 9th email: I was just curious to know if you received my previous email, and if you had all the information you need in order to get going!

She incorrectly assumes that after 9 emails, she has developed a relationship, participated in positive, constructive conversations with me, and that I have moved from cold prospect to closable prospect.  All this despite hearing nothing but crickets from me.  This is insane!  Why are people wasting their time on these "please delete me" emails?

Back to the AI-generated emails.  They are exponentially worse than what I just shared above!

My recommendation?  Use this powerful game-changer instead or use video conferencing.

Are you in?  Share your comments on the LinkedIn discussion for this article.

Topics: Dave Kurlan, prospecting, lead generation, email prospecting, AI

Case History - Another Pitiful Sales Cold Call Exposed

Posted by Dave Kurlan on Mon, Mar 02, 2015 @ 07:03 AM


Copyright:  123RF Stock Photo

The salesperson who cold-called me gets kudos for, well, cold-calling me and getting through.  Unfortunately, it all went downhill from there.  She said she was calling from Charter Business and wanted to talk about phone and internet.  I told her that we were all set and that's when it got interesting.To her credit, she pushed back.  Unfortunately, her skills were as bad as most salespeople and when she pushed back, she did it completely wrong.  Here's what happened:

I said, "We're happy with what we have." (which is completely true).

She said, "Is there another time we could review what we have to offer?" 

Did I say I was too busy to talk right now?  Was she reading the wrong objection handling tactic from her computer monitor?  Was she learning disabled?  Or was she simply not listening?  I'm placing my bet on the likelihood that she was not listening.  When salespeople fail to listen, not only do they fail to gain favor, traction and velocity, but they perpetuate their well-earned reputation as a group of people who do not listen, only care about making a sale, and who couldn't care less about helping.

If she was listening instead of reading a script, she would have heard the word "happy."  Usually, when a prospect simply doesn't want to engage, they'll say, "We're all set."

She could have pushed back in so many ways...notice how each of these goes a bit further:

  • "I don't hear that very often, who are you using?"
  • "That's great to hear; you must be thrilled!"
  • "Terrific - what are you most happy with?"
  • "That's interesting because most of my new customers began by saying the very same thing - that they were happy."
  • "Since you're happy, you must never have to wait for a page to load..."
  • "And every file transfers instantly..."
  • "And videos never have to buffer..."
  • "You can easily store all of your large files in the cloud..."
  • And your voice calls are always perfect..."

She wouldn't have been able to turn me around, but I am certain she would have been able to turn around any prospect who was able to recognize that their service wasn't as good as it could be.

Most salespeople are afraid to push back.  It's a shame when someone is actually willing to push back, but hasn't been properly trained on how to do it effectively.


Topics: Dave Kurlan, overcoming resistance, cold calling, lead generation, phone sales, overcoming objections

A Good Look at Bad Salespeople - Companies Don't Get This!

Posted by Dave Kurlan on Thu, Jan 22, 2015 @ 10:01 AM


Copyright: 123RF Stock Photo

This week I received a cold call from one of the worst salespeople ever.  

I get to see the Sales DNA and Sales Competencies of more bad salespeople than anyone on the planet so I know bad when I see it or hear it.  Objective Management Group (OMG) has assessed salespeople and when I compare percentages between the beginning and end of the last ten year period, not much has changed.  74% of all salespeople still suck and I get to see just how bad they suck.  Once in a while I get to experience sucky salespeople up close and personal.  What I am about to share is just such a story.

The caller said she was from [ABC Systems] and asked if I was the person that handled such things.  

Yes, the very first thing she said, did or ask was to qualify me as the decision maker.  No pleasantries, no preliminaries, no questions to see if we had any issues, not anything except, WAS-I-THE-PERSON?  BANT is an ancient qualifying acronym with A standing for authority.  But it shouldn't be used THAT soon in the call!  Even if they were using the ancient BANT method, I was only 25% qualified at that point. That didn't seem to matter to her though because upon learning that she had a decision maker, she stated that she would like to send a rep over to talk with me about it.  I guess she believed that if I'm the guy, then I must be qualified enough to meet with a salesperson.    I said I was happy with our current system and thanked her for trying.  In an effort to salvage the call, she said, "I can assure you that we can save you 40-50% off of what you are currently paying."  So much for credibility.  She didn't know what I was paying for my current system.  For all she knew I might have even been using her system. I do know this:  40-50% savings is a promise she simply can't make.

She was working the top of the funnel as an appointment setter. Those roles are important in a company but if she does make an appointment, can you imagine the poor outside salesperson who shows up for that meeting?  It doesn't matter that it's with the decision maker.  If the field sales rep can't save the decision maker that 40-50% he was promised, the salesperson will fail to meet expectations!  And what other expectations can there be after a cold call like that?  The decision maker will not care how it works, how it's different, or how it's better.  The expectations were set:  How much will this cost?  A sale cannot be any more transactional than that!

So what did she do well?  She made the dial, got me on the phone and got me a tiny bit qualified.  

What did she do poorly?  Everything else.  If she had been evaluated or assessed by OMG, she would have scored OK only as a Hunter, but horribly as a Consultative Seller, a Qualifier, a Closer, an Account Manager or a Farmer.  She wasn't even fun to talk with.  She didn't have any intangibles whatsoever.  She shouldn't have been in this role.

Everyone has sucky salespeople - it's just a matter of how sucky they are.  Companies tend to put these junior/inexperienced/ultra sucky people on the phones to do lead generation/inbound/appointment setting/top of the funnel work and this is a great example of everything that is wrong with that.  Why do companies do this?  It costs too much and is too distracting for their highly paid salespeople to be making these calls.  But salespeople are the very ones who can convert these conversations.  Salespeople are the very ones who want to schedule a quality call, as opposed to an awful call.  Salespeople have a vested interest in the outcomes of these calls.  If only there was a way to have salespeople in the conversations, but not waste their time trying to reach decision makers perhaps once or twice every few hours.

Oh wait.  There is a way!  ConnectAndSell has an amazing service that does exactly that.  As of this morning, the dashboard at the top of their website showed that they had delivered nearly 3 million conversations for their clients.  It really works.  Check them out here.

Topics: sales competencies, Dave Kurlan, prospecting, Sales DNA, cold calling, lead generation

The Next 'Can't Miss' Game Changer for Salespeople

Posted by Dave Kurlan on Fri, Jan 09, 2015 @ 14:01 PM


Copyright: 123RF Stock Photo

Another game changer?  After so many in the last 5 years?  It's coming - no doubt about it.  I'll give you the background and tell you why this incredible tool will be the one to supercharge your sales.

Today, Social Selling (like blogging, LinkedIn, Twitter and others) is all the rage.  Experts are evangelizing these tools, touting their power to connect, and providing training on how to best use them.  And they're all correct about these tools.  Every seller should be using them, but therein lies the problem.

Soon, every seller will be using them!

Would you like to start blogging?  Good luck finding your audience from among the more than 2 million articles that were posted - not in the last 5 years, not last year, not last month, not this month to date - but more than 2 million posts today alone!  It's a very difficult time to start blogging.

Would you like to start sharing articles, asking questions, and commenting on LinkedIn or Twitter?  How will your tweets, comments and shares be noticed above the noise from all of the salespeople who have begun to do that?

Would you like to host webinars, or send a weekly or monthly newsletter?  How will you get people to read those when they are routinely barraged with hundreds of useless emails each day?

Would you like to have your own YouTube channel?  There are 4 billion YouTube views per day - that's a lot of people watching videos, but how can you possibly get their attention when there are millions of YouTube channels for them to watch?

Yes, friends, Social Selling certainly works - and can work well - for the people who already have well-established audiences and followings.  I'm fortunate enough to have an award-winning Blog with a nice loyal readership and get lots of organic traffic from Google searches.  A late start in any Social Selling channel may cause you to become very discouraged.

But there is hope!

I know of a tool that works better than everything I have mentioned so far.  While it doesn't have the power to reach as many people in as short a time as Social Selling, or as I prefer to call it, Personal Marketing, it is much more effective for targeting and reaching specific prospects.  Not only that, the communication is in real time, with no latency, lagging, or delayed response times.  Doesn't that bode well for having a real, rather than digital, conversation?

Even better, if you are an early, rather than late, adopter of this game-changing approach, you'll be one of the only salespeople using it, and unlike Personal Marketing, there won't be any noise!

Are you ready?

As has been the case for the better part of the past 30 years, I am way ahead of the curve on this.  Would you like to know about it?

I have become aware of a tool that allows you to reach any prospect, anywhere, at any time, without even knowing their email address, twitter handle, or public LinkedIn page!  There is no limit to the number of characters, length of message, or size of content.  Your prospect can respond to you as easily as you can reach out to them and the technology is readily available to anyone who wants to avail themselves of it.  And the best news?  It's covered by nearly all of your existing subscriptions and fees.  Doesn't that sound awesome?

It gets better.  Email, InMail and Twitter messages don't always convey how you wanted to sound and can be easily misunderstood or misinterpreted.  Not so with this technology.  

Introducing the Tool of the Future

Today, I would like to be the first to introduce you to the sales tool of the future.  A Direct Line of Communication to any prospect in the world.

You may have seen this tool before, but you may have to use it in a way that is different from how it was intended.  Today, most people use these devices to send text messages, tweets, emails and upload photos and videos.  But if you poke around enough, you will find that manufacturers actually included a nicely hidden feature that allows you to punch in about 10 digits and you can actually speak - LIVE - to anyone - anywhere - on demand.  It is SO COOL!  And the device will remember those numbers so that you don't have to punch them all in again.  Amazing.


Copyright:  123RF Stock Photo

Free Demo!

And for a limited time, I can provide you with a demo of how this works.

Go to your device, find the application called PHONE, and tap the following 10 digits in the field provided:  800-221-6337.  Press the green button.  You will hear a sound to indicate that you have initiated an attempt to reach me.  There is a very good chance that a live person from Objective Management Group will answer your very first ping.  I'm going to provide you with a promo code that will give you direct access to me.  When they answer, say, "Dave Kurlan, please" and the live person will actually reroute your ping directly to me!  And if I'm speaking live with someone else at that moment, I have a digital clone that will answer and you can tell my clone exactly what you wanted to tell me, leave any kind of message you want, and I can actually listen to it later and return your ping.  It's truly amazing, friends, and will revolutionize the way selling takes place in the future.

I'll bet that you're thinking that this entire article is a joke - that I wrote it with tongue-in-cheek.  Wrong.  I am dead serious.  Do you know how many phone calls I received today?  One.  Nobody uses the phone anymore and that's what makes the phone such a perfect and obvious choice for building your pipeline and accelerating sales growth.  Web-based tools are awesome for marketing and generating interest, but most of us have to sell!  And trust me when I tell you this:

It is a lot easier and much more powerful to sell on the phone, via video conference and face-to-face than it is hiding behind your computer screen.

Please take advantage of my limited time offer to demo this new technology.  Try it for yourself!  Call me now - 800-221-6337 ext 212.  Remember the promo code: Dave Kurlan

Topics: Dave Kurlan, Closing Sales, sales tips, social selling, lead generation, game changer

Does Inbound Marketing Deliver Good Leads for the Sales Force?

Posted by Dave Kurlan on Tue, Mar 01, 2011 @ 07:03 AM

Admit it. The thought of getting "found" by all of those new, interested prospects sounds really, really good, doesn't it? Dozens of targeted, quality leads, pouring in, generated by your web site, social media campaigns or blog. No more worrying about whether your salespeople are making cold calls. No more worrying about building the pipeline. No more worrying about conversions. These leads will be self identified. These prospects will simply raise their hands and yell to anyone who will listen, "Sell me!"

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?

It seems to me that rather than making cold calls, salespeople must now attempt to reach these ghosts that don't wish to be found, and talk with dozens of them to find a single one that might be a bonafide opportunity. 

Part of the problem is the form being completed.  Inbound marketers compromise and include as few fields as possible so that people won't be scared away.  What would happen if they had to fill out more fields rather than less?

Part of the problem is with the salespeople.  They haven't been trained to deal with these types of submissions, leads and people so their attempts and conversations aren't really appropriate for the task at hand. 

Part of the problem is with expectations.  Everyone expects these leads to be much more targeted and qualified and the simple truth is that they aren't.  What they are is a mix of tire kickers, researchers, college students, laid off workers with time on their hands, and employees who have been tasked with collecting information.

So is inbound marketing a good idea for generating leads for the sales force?  You bet it is. 

Is inbound marketing working in its present form?  You bet it is.  After all, 1 good lead out of 25 is better than what we had before. 

But we need to look at inbound marketing differently.  We need to modify our expectations.  We need to train the people who call on these leads.  We need to differentiate between submissions and leads. It seems to me that one of the things inbound marketing has changed is the point in time when we identify someone as a lead.  Why do they automatically become a lead as soon as they fill out a form?  Why aren't those people simply submissions?  To become a lead, they must do more than populate the form they were required to complete in order to receive what they wanted.  In the old days, if I subscribed to a magazine, I did not become a lead to buy something else from the publisher.  On the other hand, if I completed a postcard and sent for a catalog, that made me a lead for what was being sold in the catalog.

Perhaps, all we really need to do is add one more field.  Could it be one of the following?

  • Can we contact you?
  • Do you have any issues we can help with?
  • Are there any of our products/services you might be interested in?
  • Have you experienced any of the following issues?
  • Will you be purchasing products/services like ours in the next year?
  • Can we help you spend some of your money? (just kidding)

Inbound Marketing has the potential to deliver some really good leads for the sales force but it isn't efficient right now and won't be until we can do a better job of differentiating the names from the prospects.

Topics: Dave Kurlan, sales management, sales leadership, lead generation

Who Cares More - Sales or Marketing?

Posted by Dave Kurlan on Tue, Feb 08, 2011 @ 23:02 PM

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.

Who cares more about:

  • Revenue - Sales is often compensated on revenue or at least gross profit so sales wins this one hands down.
  • Leads - This one could go either way...Marketing is supposed to generate leads and  companies that place an emphasis on lead gen and measure its effectiveness, care more.  In fact, in companies where there is that much emphasis on leads, salespeople depend on them and hate them, all at the same time.  So many of the leads in high volume lead gen initiatives are low quality leads.  Based on that, marketing cares more.  However, in companies that don't generate many leads and where they aren't expected to generate high volumes of leads, when sales does get the occasional lead they care very much!  Scenario two is more common so I'll give the nod to sales caring more about leads but only by a small margin.
  • Conversions -Marketing doesn't believe that conversions are high enough but which conversions are we talking about?  Lead to appointment?  Lead to Opportunity?  Lead to Qualified?  Lead to Closed?  Marketing cares about generating leads.  Sales cares about conversions.
  • Praise - Marketing cares more about how their work looks - they want praise for their designs.  Sales only gets praise for results - for revenue.  Marketing cares more about praise.
  • Income - Sales usually gets commissions and bonuses based on revenue - not marketing - so sales cares more about income.
  • Pressure - Sales is always under pressure while marketing - not so much.  Sales cares more about pressure.
  • Results - See Income.
  • Metrics - Assuming that companies have and use metrics, sales metrics are more likely to drive revenue while marketing metrics are more likely to identify effective ways to generate leads.  With the latest technology, Marketing is more nimble than ever before and can act on those metrics and make instant changes.  With sales, the metrics typically point to changes that salespeople must make to their behaviors - something that takes longer and sometimes doesn't happen at all.  Marketing cares more about metrics.
  • The Look - Marketing is responsible for the look but sales rely on the look as a crutch.  Marketing has pride of authorship so they care more.
  • The Brand - Marketing positions the brand and does the "branding". They are the only ones that care!
  • Reality - Sales lives in the reality of customer interaction, competition, and market challenges.  Marketing believes that every lead should be sold.  Sales cares more.
  • The Customer - Sales cares more about what the customers think and say because sales, not marketing, is hearing those opinions directly.  Sales cares more.
  • Activity - Sales cares more.

That's my opinion - choose one or two categories and tell me why I'm right or wrong...

describe the image

Topics: Dave Kurlan, sales management functions, lead conversion, lead generation

Game Seven - There is No Tomorrow with This Sales Opportunity

Posted by Dave Kurlan on Fri, Jun 18, 2010 @ 12:06 PM

Game 7















I had hoped to write this post a day earlier, before the drama of game 7 actually played out, before the outcome was in the books.  But busy happened.

I was thinking about all of the Game 7's that occur for companies, sales teams and salespeople, when there is no tomorrow.

I believe the phenomenon is counter-intuitive.  You hear about the last week of the month, quarter and year, and the sales managers that are putting on full-court presses, making calls, getting executive help and working overtime to get deals done.  But, in these scenarios, there is a tomorrow, at least from the prospects' perspective.  They can just as easily buy from you or someone else next week, next month or next year.  All this drama is just so that the sales folks can hit their numbers and they are only in these life or death situations - every month, quarter and year - because they didn't work the sales process as defined. They skipped steps, didn't uncover the compelling reasons to buy, weren't thorough enough, didn't qualify effectively, and as a result, because of their artificial deadline, are offering price incentives to get the business closed today.  It's a bad strategy.  As soon as a competitor offers their price incentives to take the business away, your customer is either gone or becomes unprofitable.

There are some opportunities that do come down to No Tomorrow.  But those are customer/prospect driven, not sales driven.  Believe it or not, most sales organizations do not respond to the real Game 7 scenarios with the same urgency as they do in my previous example.  It seems that when it's more about "who will we choose?", instead of "How much of a discount will you offer?", salespeople are woefully ill-equipped to do what it takes to will a victory the way the Lakers did last night.

This is actually #19 of the Top 20 Requirements - How Salespeople Can be Better at Closing - differentiating themselves without talking about how they're different, but by asking questions instead.

Speaking of differentiating, I just learned that this Blog, Understanding the Sales Force, was named one of the Top 20 Blogs on Sales by the folks that write the Lead Generation Blog called, About Leads.

In summary, 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!


Topics: Dave Kurlan, sales management, Sales Force, Closing Sales, Game 7, top sales blog, lead generation

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

Posted by Dave Kurlan on Tue, May 04, 2010 @ 21:05 PM

Every day I read, hear and get asked about the various modern methods for salespeople to meet, engage and get in front of prospects.  Every day, the emphasis moves a little further toward the Sales 2.0 approach to getting found - LinkedIn, Blogs, Facebook, Twitter, E-blasts, and Youtube.  As a result, the emphasis moves further away from traditional prospecting. It was just two years ago that everyone was writing - trumpeting - that Cold Calling was dead, that Selling was dead.

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:

  • Networking events
  • Leads groups
  • Inner circles
  • Social circles
  • Religious groups
  • Country Clubs
  • Friends
Salespeople did it all with handshakes and telephones and it did for salespeople in the 20th Century what Sales 2.0 does for salespeople in the 21st Century - only slower and less superficially.  The bigger difference is that 20th Century Salespeople understood that those groups were supplements - albeit important ones - to the primary activity of prospecting.  For some reason, 21st Century salespeople think that prospecting is the supplement to Sales 2.0.  Well I have news for you...

Hear Ye, Hear Ye.

You can't control the number of quality opportunities that come your way from Sales 2.0 activities.  I'm not suggesting that salespeople abandon Sales 2.0.  Far from it.  I've posted 630+ articles on this Blog and they generate more leads than you could imagine.  However, they aren't all to our target market, they are often to the wrong person in the organization, very often of questionable quality, and in some cases, it would be difficult to even call them leads.  Despite that,  it is still a more effective method for generating leads than many alternatives.  The very important point is that we don't know what the quantity and quality of the leads will be on any given week so leads can only supplement traditional methods of attracting new business. They cannot replace them.

So Blog away my friends.  Connect to everyone you can.  Upload your videos.  Just do it at night because during the day - you have to prospect the old fashioned way.

Topics: Dave Kurlan, sales management, Sales Force, twitter, YouTube, Blogging, linkedin, lead generation

Who Do You Call When Your Sales Forecast is Busted?

Posted by Dave Kurlan on Tue, Apr 20, 2010 @ 05:04 AM

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?

Do you have them:

  • Intensify Their Cold Calling? - That's appropriate if you're in a very short sales cycle, otherwise it only helps your situation long-term.
  • Call Existing Customers/Clients? - If you are in a business where you can easily up-sell, cross-sell, add-on or renew, this is a nice short-term solution.
  • Call Former Customers/Clients? - Once again, if you're in a short sales cycle, this is a very good option, othewise, it's a smart long-term solution.
  • Network for Referrals and Introductions? - This is a smart on-going activity but can't be relied on for anything short term because your salespeople have no control over whether anyone will provide referrals or introductions, whether those referrals and introductions materialize and convert, and how long they might take.
  • Inbound Marketing?  The current in thing to do is much like networking in that you have no control over the who, how many, or when that these leads represent.  It's a smart activity to integrate into your ongoing lead generation program but can't be relied upon for short term business.
  • Send out emails?  Come on!  Emails are fine for marketing, updates, confirmations, short queries and delivering a single message to many people.  Emails are not for selling!
  • Revisit Nos? Timing is everything...perhaps last time wasn't the right time but maybe today is...
  • Host an Event? Once again - good ongoing, long-term strategy that won't fill your immediate gap.
  • Participate in a Trade Show? - See above.
  • Screw it?  This is our old Red Sox motto - Wait Until Next Year...
  • To Hell with it?  This is when you pick up the bag and fill the gap yourself...

Are there more options?

Were you consciously aware of all these options?

Which ones do you pursue?

Are there options that work better in your business?

Are there options that have worked better for you?



Topics: Dave Kurlan, sales management functions, lead generation, sales forecast, hitting sales goals

Should Social Networking Support the Sales and Marketing Effort?

Posted by Dave Kurlan on Fri, Aug 14, 2009 @ 10:08 AM

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

Deborah Penta, my guest on this week's episode of Meet the Sales Experts, shed some light on how the relationship between sales and marketing should work.  One of the things she said that I really liked was that executives "have an obligation" to market their companies and generate quality leads for their salespeople.  An obligation!  It doesn't get any better than that.

She also talked about the advantages of targeted, email marketing campaigns, including the ability to tweak them as you go along at very little additional cost compared with traditional direct mail.

Deborah talked about incorporating a sales and marketing philosphy into the company's sales culture - a comment similar to one made by  Jim Stephens back on July 22.

She had some very sound ideas for how marketing and sales should work together for trade shows and she talked about how sales and marketing should communicate in general.

In an interesting series of comments, Deborah had some very strong opinions about the place for social networking in business.  She believes that SOME of the social networking mediums are appropriate and even important for - pay attention - SOME businesses but not all. Her big point on this was that some companies throw pages up on Facebook and similar sites but fail to integrate those pages with the other parts of the overall marketing plan.  The result is that the company doesn't use it the right way, the page is not consistent with the company's other messages, and it has the potential to become an expensive branding mistake rather than an inexpensive marketing tactic.

Click here to listen to the entire episode.  Contact Deborah here.

Topics: Dave Kurlan, sales and marketing, deborah penta, social networking, email marketing, lead generation

Content not found
Subscribe via Email

View All 2,000 Articles published by Dave

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

Hall of Fame

 Hall of Fame


Top Blog Post

Expert Insights

Top 50 most innovative sales bloggers


Top Blog

Hubspot Top 25 Blogs


2021 Top20 Web Large_assessment_eval