A Dynamic Connection: B2B Telemarketing & Sales Leads

SalesFish B2B Brand Marketing and Sales Improve Your Net

Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

Some companies operate their B2B telemarketing with a scatter-shot approach and claim this approach results in qualified, viable sales leads. At SalesFish, we disagree.

First of all, what qualifies as a legitimate sales lead? Secondly, what strategies are necessary in order to garner sales leads? A legitimate sales lead is one in which you have taken the time to gather enough information about the customer to have a productive, reciprocal conversation with them. You’re ready to provide them with applicable details to assist in their selection of the right products or services.

Viable sales leads are available after you’ve done some research and before you even pick up the phone, draft an email, or post something online. In our experience, B2B telemarketing services and sales leads work in concert with one another. First, evaluate your target market and ensure that you thoroughly understand their requirements and requests. Next, employ a purposeful, strategic sales and marketing tactical strategy.

At SalesFish we practice and promote integration. We strategically don’t prescribe to a one-size-fits-all, but SalesFish does encourage a clear, disciplined approach of how B2B marketing and B2B sales leads work together. Start off by understanding your own company’s value so that you can learn about your customer’s needs and wants and position/provide them with the perfect solution(s).

What are your goals and objectives? The key to understanding how to integrate your B2B telemarketing and B2B lead generation starts with appraising and observing “responses” along the way. Once you understand where you’re headed and then align your sales and marketing departments, we often hear, “Well, why didn’t we do this sooner?” These are our sentiments exactly.

Occasionally, some companies are hesitant to hire SalesFish as a B2B lead generation provider. One common impediment is cost-related; in other words, will it be worth the expense? This is almost impossible to ascertain when sales and marketing are disconnected within your own company. How can you measure cost-per-lead if you are unclear of the ways in which your sales and marketing departments are impacting one another?

We arrive at SaleFish’s sweet spot: The intersection of B2B sales and marketing.

Get in touch and we’ll customize an integrated connection between marketing and sales, one that has resulted in over 30 Billion in quantifiable sales.


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales

Three Marketing Tactics to Keep for 2016 and Three That Need to Go

SalesFish B2B Brand Marketing & Sales - 3 marketing tactics to keep for 2016 and 3 that need to go

Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

Marketing strategy is changing rapidly. It’s also becoming more complex. The result is that your business needs to constantly consider which tactics it should keep, and which it should discard of.

Below we’ve composed three techniques that you should continue to use in 2016, and three that you need to get rid of immediately.

First we’ll start off with what to keep.

Targeted ads. Running success paid search campaigns is getting harder and harder to do, but when it is done right is still an incredibly effective tactic. As long as you ads are allowing your Customer Acquisition Cost (CVC) to be notably less than the Customer Lifetime Value (CLV), they’re probably worth some of your time.

Video marketing. Video marketing is not just a compliment to blogs or other visual marketing efforts, it’s vital. Your firm should be making sure you are nurturing customer relations by bringing them behind the scenes of your operation. Look to a platform like Periscope to incorporate live interactive broadcasts into your marketing.

Building an email list. Email lists are still a very good way to nurture leads. In fact, they may even be the most effective way to do so. If you make sure your focus is on creating value and relationships rather than selling, and when you are ready to sell, loyal customers will be more than ready to buy.

And for what to discard of.

Creating content with no intention. This could have been thrown away 3 years ago and it wouldn’t have made a huge difference to your sales. If however you’re still doing this in 2016, you are completely wasting your time. Any content that you invest your time or resources in creating has to have a clear intention behind it, and needs to be competitive enough that you can genuinely be looked at as an authority in your industry.

Asking for likes. It’s a waste of time to ask for likes, shares or retweets. Facebook can actually penalize you for over doing this. The best way to get recognition from an audience is to offer great content. This way the likes and retweets are genuine and you have readers or viewers that are actually willing to buy into your products or services.

Ignoring customer feedback. If you receive feedback from a customer, whether this is via a personal email, a Facebook post, or a Yelp or Trip Advisor review, you need to respond. There are no exceptions. Social customer service is the best way to get your brand mentioned via word of mouth. So see every contact as an opportunity to capitalize on that power.

To make sure your sales and marketing process is successful, you need to consistently re-evaluate your tactics. Use the new year to reconsider what you’ve been doing that has worked, and what you’ve been doing that hasn’t.


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales

Data & Research: Imperative to Successful Sales

SalesFish Brand Marketing and Sales Data and Research Imperative to Successful B2B Sales

Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

When considering a sales and marketing strategy, it’s tempting to get ahead of yourself. There’s excitement and forward momentum about the possibility of GROWTH and increased sales. Nevertheless, it’s crucial to confirm a solid brand promise as your jumping-off point.

What is a brand promise and how do you establish one? Here is the SalesFish definition of a brand promise: Your promise is the pivotal thread to be woven into all sales, service and support experiences. The brand identifies who you are, while the promise expresses how you impact your customer’s world.

Sometimes an ignored and often unappreciated part of the process, qualitative research and data is the foundation for successful sales. All branding and marketing must be based in research and data. In our experience, knowing and understanding your customers, what they want, and then aligning your brand promise with them creates a clear foundation for your sales strategy.

If developing and deciding on a brand promise seems overwhelming, simply begin with your audience. Clarify details for more effective brand marketing by asking the following questions:
SalesFish Brand Marketing Data and Research Imperative to Successful B2B Sales

  • What drives your target customers?
  • Beyond straight demographics, what values do your customers share?
  • What is the current perception of your brand?
  • Does your product or service solve a problem?

Oreo didn’t come up with their packaging without knowing what attracts their customers.  They invested a tremendous about of time and energy into defining their customers and aligning their promise (and ultimately packaging) to ensure that their customers reached for Oreos when they walked down the cookie aisle of their local grocery store. When someone sneezes, it’s no accident that you often offer them a Kleenex. The fact that many people call tissue paper Kleenex is the result of data and research incorporated into strategic brand marketing and sales at its best.

How do you find out what your customers want? Well, you can start by asking them. Focus groups and surveys are both ways to connect with your customer. SalesFish has discovered that surveys, specifically one-to-one qualitative (individual) surveys garnered more accurate and beneficial data as opposed to quantitative, more generic (multiple-choice-type) surveys. If you are planning to invest time and money in research, we recommend a focus on qualitative data.

Once you find out about your target market, SalesFish even offers a Discover Your Promise workshop if you need some structured strategies to arrive at an accurate brand promise. Armed with current data and research and a powerful brand promise, now you are ready to get into action towards an upward sales trajectory.


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales

Defining Your Brand: The SalesFish Strategy

Defining Your Brand - The SalesFish StrategyWelcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

“Branding” is often a misinterpreted word and concept. What is a brand? How do you create one? How do you cultivate customer loyalty to your brand? The short answer is that it is not haphazard—defining a brand requires strategic brand marketing.

Many times, a company will come to us having invested a great deal of time and money into building their brand. Investing more money or buying more advertisement space doesn’t guarantee results. Regrettably, it can sometimes have the opposite effect especially if your core message is getting lost in the process.

Let me back up for a moment. Branding essentially refers to the emotional connection you have with a product. So, for example, Campbell’s Chicken Noodle Soup is Mmmmm, mmmmm good. Most people eat chicken noodle soup when they’re not feeling well so there’s an inherent (and effective) “you’ll feel better” within their message. When you drive an Audi car, you Never Follow. When you drink a Coca-Cola, you Have a Coke and a Smile. When you wear Nike shoes or apparel, you’re ready to Just Do It.

We call tissue paper Kleenex. When we search something on the World Wide Web, we say, “Just Google it.” Those connections, those emotional ties are not coincidences. They are the result of intentional, thorough strategic brand marketing.

Branding is a lot like minimalism—you keep removing until you arrive at its essence. So, get ready to par down. SalesFish can guide you drive your brand and we’ll measure the results with sales and service. Next, we’ll provide an outline for the SalesFish strategy to foster a first-rate brand.

Your brand promise is the cornerstone Defining Your Brand - The SalesFish StrategyWe’ve defined branding and discussed the necessity to provide an emotional connection to your brand. In our experience, THE BRAND PROMISE is the >cornerstone. Without it, it doesn’t really matter if you’re marketing effectively or you have the biggest and best placement as far as media buys. Here’s the key: Your brand promise must be accurate, and it must not just connect but also land with your target audience.

Let’s revisit Coca-Cola as an example. We’ve all had an experience Having a Coke and a Smile. Coca-Cola is not the #1-selling soft drink by accident. Many of us relate to the positive connection of family, friends, holidays, and fun to the Coca-Cola brand. Our connection and loyalty is evident to Coca-Cola through their sales reports.

The added benefit of a solid brand promise is that it can withstand bad press. How many of us have read the “test” that states if you submerge a T-Bone steak in Coca-Cola, the steak will disintegrate in 48 hours? Or perhaps you’ve seen the animated Polar Bear parody, claiming that Coca-Cola causes diabetes? Despite these negatives, an authentic brand promise remains intact.

Consistency is key here. Make certain that the message is constant at every level. For instance, the Coca-Cola broadcast television advertisement delivers the same message as the in-store display.

Let’s investigate your brand promise. Contact SalesFish today and find out what it’s like to have a team of strategic brand marketing experts elevate your brand.


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales

5 Popular Email Marketing Myths Debunked

Salesfish b2b digital marketing 5 popular Email Marketing Myths DebunkedWelcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

In 2015, email marketing is still an incredibly effective lead generation strategy. Unfortunately however, there are many myths and misinformation surrounding the practice. Here are some common legends you’ll hear about email marketing and the truth behind them.
 

  1. Young people are the most tech savvy, so you should primarily target them. The myth assumes that young people (18-25) are those who are most likely to use a mobile device, and as mobile devices are taking up such a large market segment, you should therefore be focused on young people. According to a report by Hubspot, the highest use of tablets is the 30 to 44 age group. In fact, for those 25 and under, they often prefer SMS subscriptions to email. Base the demographic you target on your individual market research and don’t be quick to rule out any age group.
  1. Once someone has opted in they are a loyal customer. Just because a reader has opted in it doesn’t mean that they’re loyal enough to purchase watch you’re selling. Nor does it mean that it will prevent them from unsubscribing in the future (sometimes immediately). Email marketing is a long haul game, make sure you are constantly generating value and fostering the relationship in order to ensure brand loyalty amongst your subscriber list.
  1. Be careful with how many emails you send out. There are some people that believe that you need to give your customer space, only sending out emails once or twice a month. Sending out frequent emails, once a week or more, is unlikely to lead to higher unsubscribe rates and can actually significantly increase your revenue. Try to stay in frequent contact and even regularly ask for feedback from your list.
  1. An effective subjective line is key to email marketing success. Whilst a subject line is one of the most important aspects that leads to high open rates, there are other factors that contribute to the success of the overall campaign:
  2. Salesfish digital marketing 5 popular Email Marketing Myths Debunked Sender name
    Offer
    Introductory paragraph
    Content length
    Content quality

    Take a holistic approach and focus on all of these aspects. I’ll also point out here that there are no golden rules regarding subject lines, an effective length and tone is dependent on your industry.

    1. Informative content is the most effective way to have people opt-in. While this is a reason many people may subscribe to your email least, there are other ways to generate opt-ins. Many readers will only look for discounts or tailored and exclusive offers. Others may be because of brand loyalty or the desire for product or service updates. Offer various incentives for readers to subscribe to your list if you want to cast a wider net and more effectively build your list.
    1. Images are preferable to text. A report by ExactTarget revealed that in fact, more than 60% of email clients have their images blocked by default. In order to craft an effective email, it’s usually safer to just personalise text and save images and video for your other platforms.

    There you have it, 6 common email marketing myths debunk. Let us know if you agree or disagree in the comments and if you have any experience with email marketing campaigns.


    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

B2B Telesales and B2B Telemarketing: The SalesFish Distinction

B2B Telesales and B2B Telemarketing - The SalesFish DistinctionWelcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

Congratulations. Your company is growing at a rate that demands additional sales support. When contracting out any or all of your sales needs, it’s important to clarify the differences between B2B telesales and B2B telemarketing. The answer often relies on your current situation.

The most important first step is to assess your immediate sales requirements. Do you simply need someone to create awareness? Or do you need an experienced fully dedicated sales agent who will represent your brand and solution to develop relationships and new clients?

B2B Telesales Team and B2B Telemarketing - The SalesFish Distinction (2)B2B telesales and telemarketing services require more than a simple transaction. In this case, your customer may still have questions and a bit of heavy-lifting is required by your sales agent in order to close the sale. It’s essential to employ sales agents who connect with buyers, understand the market, have sales savvy, and are quick to find solutions for your customers.

On the other hand, if you merely need script reading to introduce your product, then B2B telemarketing is probably your best bet. B2B telemarketing is typically a more transactional style of support. However, please use caution. When hiring a B2B telemarketing resource, check and ensure that they will appropriately represent your product or service. It would be a shame to have the sale perish before it can even begin.

B2B Telesales Team and B2B Telemarketing Call Center - The SalesFish DistinctionMany telemarketing companies outsource their talent and sometimes this means that their employees are working overseas. While there is often a savings in terms of hourly rate, you don’t want language barriers or lack of training to cost you sales and revenue in the long run. Even if you only require what seems like a rudimentary transactional service, employing overseas resources should be carefully considered before making a commitment to that approach.

Here at SalesFish, our sales agents are accustomed to making money so you will receive profitable results because of our high standards. Our agents are U.S.-based, highly-skilled, trained, and proven sales executives who can continue your upward trajectory (or turn it around, as the case may be). We often have companies solicit our skills after they have been disappointed by a less expensive and less effective prior attempt.

We encourage you to “Improve Your Net” and call “The Pond” today…


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales

Key Questions to Ask Yourself for On-Page SEO in 2015

SalesFish B2B Sales Marketing Digital SEO Key questions to ask yourself for On-Page SEO in 2015Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

The last few years have seen huge changes in the Google algorithms. To summarize very briefly a couple of the most notable changes; spammy back-linking practices are no longer effective, nor is keyword stuffing or low quality content.

However, on-page SEO has actually changed relatively little. See, the point of on-page SEO is to create an experience that is user friendly. Google wants your pages to be easily scannable for the reader, and your content to be engaging enough to keep them on the site.

How fast is your site speed? Users expect your site to load very quickly. In fact, low speed times are often correlated with low conversation or retention rates. Check out some tips over at Moz for optimizing your site speed.

Are your title tags effective? Your title tags need to be short, straightforward and user friendly. Ideally you want to strive for 50-60 characters – the Google SERPS will only show the first 60.

Have you considered your meta-descriptions? This is what will come up as the description under your websites title tag when you are viewed in the SERPs. Focus on latent semantic indexing (LSI) for your primary keyword as opposed to old style keyword stuffing techniques. You only have about 160 characters to get your point across anyway so make it clear. Much like with the title tags, keep it simple, descriptive and easy to follow.

Is your content optimized?

  • Keep it interesting, in-depth and written with the user in mind
  • Keep it shareable
  • Use effective subheadings
  • Top performing posts in the Google SERPs are usually between 1500 and 2000 words
  • Integrate a table of contents via a plugin such as this one
  • Interlink to other pages on your site

Have you used proper header tags? You need to use the H1 tag (only once) and make sure it includes your keyword and is before any H2,H3 or H4 tags that you will use later on to highlight any important points or sub-headings. Don’t repeat any H2 or H3 tags too often as this can be considered a detrimental SEO practice.

Have you included an appropriate keyword density? Matt Cutts suggests that a keyword density of around 1.5% is what you should be striving for. Ensure the main keyword comes up early in the first paragraph as well as in the last paragraph and mix it in with some LSI keywords.

Have you included a call to action at the end of the post? An effective page should hold the readers hand from top to bottom. What this also means, and what is often forgotten, is that you should then direct the reader at the end of the page with a call to action; whether this is a contact us form or an opt-in button – make is clear and user-friendly.

On-site SEO is, unlikely offsite SEO, completely in your hands. This should underpin its importance to you and your brand. With these points in mind you should have all the initial bases covered and be on your way to having optimized onsite SEO pages.


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales

How Do You Prepare Prior to Meeting with a Client in a B2B Selling Situation?

Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

By James RothaarSalesFish B2B Sales How Do You Prepare Prior to Meeting with a Client in a B2B Selling Situation

If you were to ask five successful sales professional the same question, would their responses be similar? We were curious to learn how these sales pros prepare before going out and meeting with clients and prospects.

While the responses from the sales professionals were unique, the replies to the question did contain some similarities. Four out of five indicated that they do have a specific research methodology. All of those who do research on clients and prospects use the Internet and social networks as part of their research process.

So, we asked this question in our Top Sales Professional series,

What types of research do you require your staff to do prior to meeting with a client or prospect?

William L. Sgro, Director of National Accounts, EcoEngneering

“Our sales reps are expected to develop as much information on the clients –their primary activity; whom they may be doing business with currently; their expectations; their financial stability; their performance; and who are their main competitors. Do they have a competitive market advantage? Have they undertaken energy conservation programs previously? The intent is to leave no questions unanswered

Tom Elmer, VP of Sales and Marketing, Pixcara Studios

“Because this company sells YouTube videos, we always look at a company’s website to determine if it is currently using any video marketing. We also Google the company and check out all of the company’s social media channels if they have any. We also check out the company principals’ personal profiles on LinkedIn.”

David Sonné, retired telemarketing and sales executive, and trustee of the Jack Oakie and Victoria Horne Charitable Foundation

“None whatsoever. I want the playing field to be even. Any advance knowledge or information I gather could be hearsay or rumor. If, of course, I know that my prospect has been married seven times then I probably wouldn’t ask why there are photographs of 17 children on his credenza … well at least not during our first visit. I prefer to meet with and listen to my prospect and draw my own conclusions.”

Kurt Gairing, Account Executive, Fontis Solutions

“I find out as much as humanly possible about a client or a prospect. I go online and read about the company. I go to LinkedIn and read about the person I am going to meet. I asked around the office if anyone has done business with the company or the individual. Hell, I even go on Facebook to see what else I can uncover to get to know someone better.”

Scot Smith, Co-Founder of RetailPropeller.com
“We do and we don’t research prospects. We have an application that wholesalers complete that tells us if they’re a good fit or not. Our marketing funnels tell us a lot about a prospect before they reach out to work with us. Retail accounts take a little more research, but I like to do the majority of that side-by-side with my prospects like the business partners that we are. It’s a mistake to go into a meeting with too much research, because you never really know what pieces and parts are truly applicable.”


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales

How Do the Best B2B Sales Professionals Stay Motivated?

Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

How Do the Best B2B Sales Professionals Stay Motivated Salesfish B2B Sales Marketing

By James Rothaar

Even the best of the sales professionals need to focus on staying motivated. There are a lot of ups and downs in the selling; it is a daily grind, and the road to success is riddled with bumps, potholes, and off-road adventures. That is probably why it takes an extraordinary individual to do it well. So, how do they do it?

While we had hoped to find some magic in a bottle by revealing some of the responses from these superstar-selling machines from our Interviews with Top Sales Professionals series, as it turned out, there were a lot of down-to-earth responses from these driven and determined B2B sales pros.

How do you stay motivated to keep selling?

Kurt Gairing, Account Executive, Fontis Solutions

“Debt does it for me. My ego is large and I love being “the man, ” the one that provides for my family. It gives me immense satisfaction knowing that my boys see me as their role model and their dictator all in one. Have you ever had your son call you a successful person? Maybe my boys are already masterful salesmen. Sales guys really are the easiest marks out there. Push all the right buttons; boom, there it is!”

David Sonné, retired telemarketing and sales executive, and trustee of the Jack Oakie and Victoria Horne Charitable Foundation  

“I have a wife, a grandchild, and a mortgage; I like to eat; it was pretty motivating, wouldn’t you agree? Oh, yes … there is the challenge of the sale, which is very motivating. It was my skydiving, mountain climbing, white-water rafting, and race car driving all rolled into one big adrenaline rush. I don’t do any of those things, but I know when I make a sale, the excitement level is the same.

“Any true salesperson knows that two things happen after a sale; we wait until we get outside and retreat to an area where our recently sold prospect can’t see us. We jump in the air … click our heels together and land with a resounding YES! Then, we get compensated for the sale… the money! Any TRUE salesperson knows that this is what happens. Perhaps some of us can’t jump and click our heels, but we all celebrate the sale in our own way. And that is the order in which the “after sale” takes place. The sale is ALWAYS more important than the money that we make at that particular moment. ALWAYS!”

Tom Elmer, VP of Sales and Marketing, Pixcara Studios

“I am self-motivated and sets goals. I don’t feel that anyone else can motivate others, because that comes from within.”

Scot Smith, Co-Founder of RetailPropeller.com

“I stay motivated by reminding myself why I do what I do. There are too may entrepreneurs out there that need our help. If I gave up, I would be letting the, down too. Behind every great man is a greater woman; I owe a lot to my beautiful and amazingly supportive wife, Mallory. I probably would have given up a long time ago if it weren’t for her support and encouragement.”


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales

Five Predictions For The Future of SEO in 2016 and Beyond

Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

5 predictions for the future of SEO in 2016 and beyond Salesfish b2b digital marketing brand marketing

SEO has somewhat of a polarizing reputation for webmasters. On the one hand it can help build a business that brings in thousands or even millions of dollars’ worth of revenue. On the other, if you’re not careful, one simple update can effectively destroy months or years of work. Google telegraphs to some degree the long term changes they’re going to make. Though in reality they never specifically outlines exactly what variations are going to be made to their algorithm. In that sense it is somewhat of an educated guessing game – though if you want organic traffic, you’ll have the play. Here are five of our predictions for the future of SEO in 2016 and beyond.

Page Rank and Domain Age could become a less defining factors. Google is all about the democratization of information. Allowing sites with huge Page Ranks (PR) to consistently rank over smaller niche sites means that in many cases the reader gets access to the most well-known source of information, and not necessarily the best. Similarly, in regards to Domain Age (DA), older sites shouldn’t be given more power simply because they have been around for a long time. There are many younger sites who may have better quality information but just weren’t around a few years ago.  At the end of the day Googles intention with SEO is to ensure the highest quality and most targeted information reaches its’ readers and it doesn’t want to promote a misbalance of information.

Mobile will be a necessity. We have already seen this change take place in recent Google updates, but in the future an inability to be responsive across devices will be punished by the Google algorithms. Make sure your applications are mobile friendly today in order to boost your SEO and safeguard against future changes.

User experience will be key. There are many ways in which we could define user experience, but we’ll just cover a couple of things to keep in mind. You must guarantee unique, well-written content that is honest and shareable. It might sound like a mouthful, but readers want to feel like they are connecting with a real person.  Also, your content should encompass multiple forms of media from video to audio and text.

Onsite analytics will be increasingly important. Factors such as time on site and bounce rate provide an accurate look at how good your user experience is. These will likely be two of various factors that will determine your strength in the SERPs.

Social signals will be important (but only when authentic). There are many in the digital marketing community who believe that social signals are the defining factor of the future of SEO. However, what is important to note is that there are many ways in which these can be faked, manipulated or even bought. Google will likely crack down on this and ensure that fake pages, such as those with millions of likes but little to no engagement, are punished.

There you have it, five predictions for the future of SEO. Make sure you or your team are considering these in your SEO strategy and always be forward thinking enough to stay on top of industry trends.


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales