Email Facts and Stats to Build A Killer Campaign


I’m often asked what a good email deliverability rate is.  Or how many people even use email anymore.  Or how to know how high your unsubscribe rate can be before it hurts your company’s reputation.  The answers to these questions are not simple and depend on many factors, including whether you are marketing to existing […]

Dear Sir or Madam: Is Your Email List Killing Your Leads?


Dear Cari,  As Marketing Manager at OneSource, would you be interested in some quality email lists?  Our company is a leading provider and can help you with your email needs. Sincerely, <insert company name here> I get this email probably 3 times a week from companies which will remain nameless.  I will never, ever reply […]

Cold Call Less to Crush Your Quota


As part of our #QuotaCrusher series on effective Cold Calling strategies, we hosted a webinar this week that took a hard look at turning Cold Calls into productive sales touch points.  The webinar was hosted by industry analyst and consultant John Blossom, leading an expert panel that included Nancy Nardin, President of Smart Selling Tools, […]

Gaining Ground on the Informed Buyer

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In a previous post, I discussed how sales reps are playing catch up with informed buyers.  I wanted to revisit that post and drill a bit deeper into this problem and potential solutions. There is no question that Buyer 2.0 is ahead of Seller 2.0. Simply put, buyers can research companies and products via the […]

How To Differentiate Yourself in the Sales Process


Every day sales people are calling the same people with the same pitch about the same products. So how do you differentiate what you are selling and how do you separate yourself from the pack? Are you memorable or are you typical? Do you add color to conversations or do you use the same rhetoric […]

Triggering Your Own Glengarry Leads

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These are the new leads. These are the Glengarry leads. And to you they’re gold, and you don’t get them. Why? Because to give them to you would be throwing them away. They’re for closers. – Glengarry Glen Ross, David Mamet The idea of the best leads being funneled through management seems rather quaint.  While […]