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Useful Tips and Tricks to Help You Grow

3 min read

Why Out-of-office Replies Can Be a Sales and Marketing Goldmine

By Courtney Stallings on June 13, 2018

To many, out-of-office replies are annoying, sometimes because it’s another email to clutter up your inbox and sometimes because you really needed to contact that person and they’re unavailable. But auto-reply emails hold meaningful information that can aid your sales and marketing process – and build personal rapport.

Topics: Marketing Sales
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2 min read

Personas Risk Leading Your Marketing Astray

By Dan Kraus on October 13, 2014

I could not agree more with Tim Reisterer and his recent article in the Sales and Marketing magazine. (You can read the article here, on pages 22-23.)

It’s a great article and dead on point. Personas are an excellent way for marketers to paint a broad picture of those they are trying to attract, helping unseasoned marketers get a grip on the idea of whom they’re writing to and creating programs for. Personas also help shape the language you use in your marketing collateral and tactics while providing a common language to use inside an organization as they talk about different prospective customer roles.

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4 min read

So You Want to Become a Sales Rep: 7 Things You Should Know

By Dan Kraus on October 7, 2014

If you look at my résumé before I founded Leading Results, you’d see someone who was a bit schizophrenic in their sales and marketing career. I have had as many marketing roles as I have had sales roles. Why? Because when I had a sales job, I would often get frustrated with the effectiveness of the marketing to find me sales leads. Or the reverse: I’d have a marketing job and get frustrated with the effort – or lack thereof – that sales would put into the leads I generated. In either case, I’d shoot my mouth off and get told, “Okay, you go do it.” So I did.

I’m older and wiser now.

It sometimes seems that sales gets all the glory while marketing does all the work. It’s not true, but it does seem that way at times – though those times may be a-changing with the impact of the search engine on buyer behavior.

But I’ll assume that as a smart marketer/finance manager/consultant, you know all this, and still want to go and be a sales rep. Here are seven things you should be sure you know as you go:

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3 min read

Will Inbound Marketing Solve My Lead Generation Problem?

By Dan Kraus on December 7, 2013

The short answer is no. But the short answer is never the complete answer.

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3 min read

Finding Success with FindAccountingSoftware.com

By Dan Kraus on November 9, 2013

At Leading Results we do a lot of work with ERP (aka accounting) software resellers and consultants. These consulting businesses are in a difficult market:

Topics: Sales
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3 min read

Five Ways to Use Testimonials to Generate Leads

By Dan Kraus on October 2, 2013

Testimonials from your clients (or partners) are traditionally used in the sales process to help a prospect develop trust. Trust that you or your product does what you say it does. What many businesses miss however, is the opportunity to use their customer testimonials to generate new inquiries and leads.

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4 min read

How Well Do You Know Your Perfect Customer?

By leadingresults on September 2, 2013

First, let’s define 'perfect customer.' The concept of a perfect customer is pretty simple – they are the ones that, if you could get enough of them, would rock your year. They're profitable, they value your knowledge, experience, and you as a vendor partner, and they refer you. They are the people you love to do business with. As Duct Tape Marketing Consultants, we call them ideal customers.

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2 min read

Best quotes from Hubspot Inbound 2013

By Dan Kraus on August 23, 2013

The Leading Results team just invested 10 man-days at the Hubspot Inbound conference (3 of us for 3 days and 2 of us for a half day). If you are a marketer, you want to put this conference on your calendar for next year. The amount of great content and new things to learn was just about overwhelming. And it wasn’t all (or even mostly) about Hubspot software.  It covered marketing, life, customer delightion (a Hubspot word), charity, technology and trends – and those were just the sessions I personally went to.

There were great quotes from all the speakers throughout the conference – and some we thought worth sharing and considering. Here they are:

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3 min read

Seller's Remorse

By Dan Kraus on August 6, 2013

We’ve all heard of buyer’s remorse.  Its that time after you make a purchase where you regret having made the decision.  Sometimes it imagined – a form of a brief panic attack – and sometimes its real, like choosing a house (or anything else you need to live with for a long time) for the wrong reasons and truly coming to regret it.

Seller’s remorse is something we don’t experience as much, but is just as real. On a personal level it may be when you sell something you really wish you had kept (my Audi Allroad is still missed for example). For a business owner or sales manager, it comes in the form of the client that you wished you had never written the proposal for, or that customer that bought, that you just knew as you took the payment, that they would be back again (and again, and again) and never with good news.

Topics: strategy Sales
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1 min read

Building Marketing 101 into your CRM System

By leadingresults on July 16, 2013

A few weeks ago we did a post on CRM Systems are not a Magic Bullet for Business Development and discussed some ways to leverage your CRM (Contact Relationship Management) database. What we didn’t discuss was a few specific pieces of data that should be tracked.

Let’s discuss what fields are pertinent for Marketing 101. At the very minimum you should have the following fields:

  • Account Type – required – is used to determine what type of account it is (customer, prospect, referral partner, past customer)
  • Source – every record should have a place of origin
    • Data Source – from a list that you typically import
    • Lead Source – where did the lead come from? Even better if you have a Lead Type (print advertising, website, referral, etc.) and a Lead Source (the specific source; ABC ad, XYZ Landing page or Joe Smith)
    • Industry – we are big fans of tracking industry so that you can see what kind of mix you have or should have
    • Product/Service Type – ideally you would know what products/services each customer has so that you can do targeted marketing.
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