How to plan your pre-call research so that the quality of your insight helps you stand out in the eyes of your prospect and future client.

Outreach works best when your buyers experience you in a way that works for them. Learn your buyer’s mindset. It seems common sense. That doesn’t make it easy.

Gather good customer intelligence before calling prospects. You can greatly improve your buyer experience by using relevant information about customers to help them.

Ever get that call or email correspondence that hits you dead center on target? One that addresses exactly what you were hoping to hear at the just the right moment, on just the right topic? Getting the right message to the right audience at the right time takes buyer knowledge, continuous testing and feedback to [...]

Take the time to define the best characteristics of your target audience to meet your objective. That will help you better define your primary target market.

The sales and marketing world is becoming so interesting to me. Every day we hear and read that the world of sales has been in a shambles and there are new and improved ways and tools to do everything better than we did before. Do it this way and you’ll win; do it that way [...]

Communicate with others the way you want them to communicate with you. Seems so simple right? Then it must be easy to do. Right?  Wrong. Many companies don’t know how their potential buyers and buyers want to be communicated with because they never asked them. These companies continue to use the tools and methods they [...]