Category Archives: outbound marketing

Messaging Maximus for Lead Generation

By Robert Lesser | Published November 30, 2010

Does your messaging speak to the lowest common denominator? I am speaking of the email blast or direct mail piece that is one-size fits all. Or the telesales call that is the same for every conversation and simply asks: are you buying? Buyers react negatively not because lead generation and outbound marketing interrupts their day [...]

Also posted in buyer behavior, demand generation, lead generation, messaging, trigger marketing | Tagged , | Comments Off

The Sales Lead & the Language Police

By Robert Lesser | Published October 21, 2010

At its simplest level, language allows one person to understand another in the course of basic communication.    On a broader scale, language defines who we are, what groups we belong to and our culture.    In Quebec, almost 50 years ago, the Office québécois de la langue française (OQLF -  Quebec Board of the French Language) was [...]

Also posted in lead generation, lead management, sales and marketing alignment | Tagged , | Comments Off

Selling to the Digital B2B Buyer

By Robert Lesser | Published July 22, 2010

The digital world is bringing great change to how buyers wish to interact with B2B sales teams.

Today’s B2B buyer prefers online communication for a variety of reasons explained in this post.

Also posted in buyer behavior, inside sales, Sales 2.0, sales enablement, telesales | Tagged , , , , | 8 Comments