Latest Videos

One fantastic way of picking up leads is to identify website visitors.  By determining who hits your site, and may thus have interest, you’re then able to launch targeted outbound marketing campaigns at those companies.  The key to successfully achieving this end is using simple IP tracking software, which is found in a lot of […]

I was recently answering a question on Quora about purchasing marketing and contact lists for outbound marketing.  Someone was wondering whether or not they should buy these lists and, if so, how should they go about doing it? Around 90% of the responses were horrible stories and people advising to never, under any circumstances, buy

    How, exactly, should you build your B2B prospecting lists?  When I start off a consulting engagement, I usually begin by determining how people are building their lists.  Some of the very first questions we ask are what their existing lists look like, what their CRM data looks like, and what they do on

    If you’re trying to find leads, specifically when building lists and guessing email addresses, you need the right tools.  In a lot of the consulting I do, I’m asked to find specific buyer contact information as a part of larger outbound marketing programs.  How I go about that depends on quite a few

Outbound marketing experimentation is critical. It lets you figure out what’s working, what isn’t, and what to do about it.  So how do you organize your experimentation so it’s consistent, makes sense, and lets you know what it is exactly you’re experimenting on?  However, organizing outbound marketing efforts can be quite difficult – in this video

Today I’d like to talk a bit about lower-tier accounts (as a part of your sales territory strategy) and what, if anything, you’re doing to target them. A normal scenario is that you’re an enterprise outside rep or an inside sales person and you’re responsible for a certain number of accounts.  You have your top

Do you have trouble identifying which companies are visiting your website? In this targeting website visitors video, I walk through how to figure out which companies are visiting your website using IP Tracking Software, and how to setup outbound marketing campaigns to set up meetings with those organizations.

    Let’s take a minute to talk about the fundamentals of designing cold calls as a part of outbound marketing campaigns.  Lots of people nowadays say cold calling is dead, which I think is just a cheap tactic to get headlines.  There are certain aspects of cold calling that are dead, however.  Things like

Today I’d like to talk about the sales stack, and outbound marketing software that helps manage multi-touch campaigns.  This software is something inside or outside sales people need if they have any kind of responsibility with prospecting or outreach to customers. With a lot of my clients I work with, I find that their salespeople

A multi-touch campaign consists of multiple touches happening over a period of time during an outbound marketing program.  For example, 6 to 8 touches over a 20-day period using a mix of contact methods (email, call, social media, mailers, etc.). My favorite way to start a multi-touch campaign is something that works really well, especially