When dealing with client objections, there are many dos and don'ts for how to respond. But the biggest mistake that can block a sale is not addressing the objection. The worst thing you could do is leave it on the table and not respond. Listen as Mike Schultz, President of RAIN Group and author of Turning No into Yes:  How to Handle the Most Common Client Objections, discusses the importance of unearthing all objections, outlines the five steps for overcoming objections, and gives examples for how to respond to common objections.

Direct download: Client_Objections_Schultz.mp3
Category:podcasts -- posted at: 7:00am EST

If you're a marketer, has your CEO asked you what you're going to do about revenue? If not, get ready for it. Thanks to changing buyer behavior and the new economic climate, CEOs are taking a harder look at marketing's involvement in generating revenue. Traditional marketing is giving way to revenue marketing where marketers play a larger role in bringing in new business—and are able to clearly state how they did so, says Debbie Qaqish, author of the upcoming book The Rise of the Revenue Marketer.

Direct download: Revenue_Marketing_Qaqish.mp3
Category:podcasts -- posted at: 7:00am EST

Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. It's that human touch that shows prospects you care about them and leads to greater sales success, says Dan McDade, author of the book The Truth About Leads.

Direct download: McDade_Lead_Generation.mp3
Category:podcasts -- posted at: 7:00am EST

Paul Gillin, co-author of Social Marketing to the Business Customer, discusses why content publishing is the key to business success and how firms are benefitting from this approach.

Direct download: Social_Marketing_Gillin.mp3
Category:podcasts -- posted at: 7:00am EST

Email Now the Number One Prospecting Tool

Don't count email out as a marketing tool. In fact, lead generation expert Kendra Lee says email is now the number one tool for prospecting, surpassing cold calling. But email is effective only if it's written with your prospect in mind. Listen as Lee discusses what should go into the body of an email, gives tips for effective email subject lines, and explains how to best manage an email lead nurturing campaign.

Direct download: Email_Marketing_Lee.mp3
Category:podcasts -- posted at: 7:00am EST



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