Happy Camper Customer?Have you ever lost an account suddenly, unexpectedly? As in, one month they were “happy campers,” and the next they just disappeared?

I hate to admit it, but we haven’t been immune to this syndrome. The root causes were varied; sometimes it was just change in the organization, sometimes it was a change in strategy, but sometimes it was because we simply weren’t addressing a key need or pain, and the client decided to look elsewhere.

These are the worst types of lost accounts, because the simple fact is, we weren’t doing our jobs.

I bring this question up because at work I have recently been shifted from using a PC to using a Mac (I can hear all of the Mac disciples out there now shouting, “Hallelujah! A new convert about to enter the fold!”).

And sure, the 24″ iMac screen is a dream. It’s dual-core, plenty fast, big hard drive.

Except there’s one small problem: without fail, at least once a day, there’s something about MacOS that irritates me to no end: the file manager.

The simple fact is that relative to its competition . . . .

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Click-through rate is one of the most important pay-per-click Web marketing metrics. But be careful not to correlate click-through rates with actual success.

For example, which is better? Getting 1,000 visitors to your Web site, and converting 50, or getting 300 people to your Web site, and converting 30?

The answer is that it depends on how much it cost to get those 1,000 visitors and 50 conversions vs. the 300 and 30, and the total sales each scenario produced.

And in our experience, getting 300 carefully targeted, ready-to-buy, high-value site visitors seems to be the better choice.

In other words, it’s not always about getting visitors to your Web site, it’s about getting the right visitors. During one three- or four-month period a couple of years ago, we were pulling our best SEO and PPC click-through numbers we’ve ever had. An influx in marketing budget dollars . . . .

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I just finished a phone conversation with Trish Bertuzzi, the founder of The Bridge Group, one of the leading Inside Sales Consulting firms in the US. The topic of our original LRM Study with Dr. James Oldroyd came up and the fact that many people have thrown around a lot of numbers since that research…

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What does it mean to manage a lead effectively? Listed below are the 9 steps to follow when managing your leads. 1. Lead Generation: any of a number of marketing or sales methods used to generate inquiries. 2. Lead Inquiry: a person provides contact information inviting a response. 3. Lead Capture: the method whereby contact…

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As always I want to make things clear, and today I’ve set my sights on some acronyms that are used a lot in remote sales: B2B and B2C. What do they stand for? ‘Business to Business’ and ‘Business to Customer’ respectively. Some may argue (and do if you read some of the blogs out there)…

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Lead Response Management is the process of responding to leads at the optimal time to achieve the highest contact and qualification rates. Dr. Oldroyd shows … if you can call back a lead within 5 minutes, you are 10 times more likely to contact a lead, and 6 times more likely to qualify a lead than by waiting even 30 minutes.

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