Are You Trying to Sell with Dull Emotionless Marketing? (a Joe Prospect Article)

Joe Prospect is a composite of how a typical prospect looks at the world and how they react to our marketing efforts.  Even though every prospect is unique in some ways—all of our prospects regardless of what business we are in, share many common characteristics. Dear Joe is an advice column written by your prospect to help you better understand them. Dear Joe Is it true that prospects buy on Yes prospects do buy on emotion. You have probably heard that we prospects decide…

The 3 Elements of a Successful b2b Appointment Setting and Lead Generation Program.

In the majority of cases, about 90% of the time, when a b2b company hires Professional Prospecting Systems, they are looking for more b2b appointments or qualified leads. Over the past 14 years we have developed a systematic approach to setting up and running a b2b appointment setting and lead generation program that incorporates 3 Elements : 1. People: An outbound calling program to secure more b2b appointments and leads is labor intensive. PPS has focused on hiring only experienced…

Winning at the top of the sales funnel / Getting Enough Appointments to Drive Sales

B2b Lead Generation and Appointment Setting means winning at the top of the sales funnel. Winning at the top of the sales funnel means coordinating people, systems and content to get your story into the minds of your prospect audience so they are persuaded to have a conversation with you (an appointment.) Sounds pretty straight forward doesn’t it?  You have a bunch prospects out there that have never of heard of you and you are going to change that by…