Magazine Marketing Prospecting 
Understanding the Sales Force
APRIL 8, 2013
Magazine ran an article on its website that I just can''t ignore. They are the ones that appear to be smartasses because they are making the claims and recommendations without benefit of having had a meaningful conversation with their prospects. Marketing, Advertising and Public Relations. It''s making my blood boil. Janitorial.
Understanding the Sales Force
SEPTEMBER 14, 2014
Remember that until we had dependable mail, companies could not mass market. Years ago, much of the mass marketing that didn''t appear in newspapers and magazines was in the form of direct mail campaigns. Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along.
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Sales and Marketing Management
JANUARY 4, 2019
He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. But no matter what he said or did, he would hear, “I’m not interested,” and a click as the prospect hung up.
Pointclear
DECEMBER 17, 2013
The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.
Pointclear
FEBRUARY 4, 2014
Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. Marketers just need fishing hooks to find it and fish it out of the river.
DiscoverOrg Sales
MARCH 27, 2018
A survey by an online magazine Kitchn showed that 97% of grocery shoppers use a list. When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. What is Total Addressable Market?
Pointclear
JANUARY 21, 2014
I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). This month we tackle the issue of Marketing not delivering on an ROI responsibility. I believe I have heard all of the excuses for Marketing’s failure to measure the ROI for marketing efforts.
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