How do you get a meeting with a CEO? Julie Thomas is President and CEO of ValueVision Associates and can be reached at 800-559-6419 or Julie.thomas@valueselling.com When he calls for an appointment, the administrator said the CEO was not taking any appointments unless the meeting directly pertained to the company’s IPO, scheduled for two months out. Instead of… Read More
Growing sales in Seach Engine Marketing
The search engine marketing space is growing by leaps and bounds. But it is also plagued by rapid employee turnover, hit and miss sales results, and up and down cash flow. What is a CEO to do to provide consistent and reliable cash flow? It’s my belief that a company needs to take a long,… Read More
My New Venture
Update: Due to a poor partner selection, I’m no longer affiliated with iOptimize. The lesson here: choose your partners carefully. Good luck and good selliing After years of advising CEO and top executives on topics like sales practices and demand generation, I took the plunge myself. Today I created my own company, iOptimize Marketing Inc.… Read More
Lead Generation 101
The above graphic describes a buying process. Sorry if it is a tad blurry. But unless one clearly understands how customers buy solutions, they will never master the art of lead generation. The key to lead generation is to talk to customers the way THEY want to be talked to. For instance, a prospect in… Read More
Trash Talk & Delete Buttons: A Candid Letter from a Prospective Customer
(I wish to post Jill’s famous and excellent letter. A certain UK search marketing firm should read it, as they are the poster child for this.) Dear Seller,I only have a few minutes, but I understand you’re interested in what you can do to capture my attention and entice me to want to set up… Read More
Dealing with a slowing market
This afternoon I spoke to another Search Marketing CEO I’ll leave nameless. I asked him how was business “Great. Exceeding expectations.” I asked him where leads come from. He said “Virtually all our leads come from referrals.” I then asked what he was doing in demand generation. The answer: Nothing. Welcome to a young and… Read More
Fearless Competitor by Jeff Ogden 