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Tag Archives: McGraw-Hill

Sales-exec-as-publisher-model taking shape

Posted on August 17, 2010 by Matthew Schwartz

For Greg Verdino, it’s dangerous for b-to-b sales and marketing execs to be lulled into thinking that social media is predominately for consumer markets. In his new book, “MicroMarketing: Get Big Results by Thinking and Acting Small” (McGraw-Hill), Verdino provides several … Continue reading →

Posted in B2B Sales Lead Gen | Tagged Globix Corp., Greg Verdino, IBM, McGraw-Hill, Micro Marketing: Get Big Results by Thinking and Acting Small, popurls Brown Edition, UPS | 1 Comment

How to fire up cold calls

Posted on November 5, 2009 by Matthew Schwartz

When cold calling, sales execs shouldn’t be so quick to nuke the prospect’s voice mail; there may be some valuable information in the message about how to move forward. Don’t be afraid to cultivate relationships with executive assistants, for they … Continue reading →

Posted in Lead Generation | Tagged Brian Carroll, InTouch, McGraw-Hill | 1 Comment

Seven prospecting rules that produce leads

Posted on September 3, 2009 by Matthew Schwartz

Guest Blog Seven prospecting rules that produce leads By Brian Carroll Roughly 92% of b-to-b buyers are open to cold calls if the sales person’s pitch is relevant, according to MarketingSherpa. That means that despite all of those poorly trained … Continue reading →