The River of Doubt

    The River of Doubt

    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!

    The great ex-president, a self-made bull moose of a man lay against a fallen log, his face gaunt and pale. “Leave me and save yourselves!”

    In 1914, Teddy Roosevelt and his son, Kermit, were nearing the end of an epic trip to explore the most mysterious and daunting tributary of the majestic Amazon River. Originally named Rio da Dúvida (River of Doubt in Portuguese) before being re-christened the Rio Roosevelt, the river’s winding waters snaked through nearly impassable jungle, with imposing rapids and waterfalls.

    The expedition was lost and running out of supplies; the situation was dire. Just days ago, Roosevelt had slipped on the riverbank and sustained a gash on his leg, which was now infected. He was weakened to the point of being unable to go on. But his son Kermit was forged of similar steel as his father and refused to let him perish in the “Heart of Darkness.” With Kermit half carrying his father, the intrepid pair limped their way back to an inhabited area, where Teddy was able to receive care for his wound.

    There’s a good lesson in this fascinating story for your business: When you’re ready to give up…don’t. There’s always a solution to virtually any problem, even the solution involves reaching out for help. For example, you may have lofty goals but a humble marketing budget. Reaching those goals may seem out of reach, but what if you could find another business to go in on some advertising with you? Perhaps a print ad is too expensive for your business, for example, but could afford to split the cost on a co-branded ad campaign? Working together, companies can achieve more than they can alone!

    After Teddy and his son returned to the U.S., some were skeptical about the River of Doubt account they shared. Teddy took on his critics in a presentation sponsored by the National Geographic Society and proved their doubts misguided. In 1927 American explorer George Miller Dyott led a second trip down the river, independently confirming Roosevelt’s discoveries.

    Make your marketing an adventure and don’t be afraid to explore options that can take you further than you could imagine! Be resourceful, don’t give up and seek ways to collaborate with others, and you’ll navigate your way through the jungle of business success.

    To read the full story of this adventure, you can read T.R.s account of the expedition, Through the Brazilian Wilderness or the excellent River of Doubt: Theodore Roosevelt’s Darkest Journey by Candice Miller.

    Call SalesFish today and our high-touch, dedicated team will assist you in assessing your strategic sales goals, and the marketing and sales tactics best suited to your specific needs. And, yes, we will also advise you on the best A.I. tools that actually work and complement the real people in your business!


    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
    The Screwtape Emails  XI: Divide and Conquer

    The Screwtape Emails XI: Divide and Conquer

    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!

    To: Wormwood

    From: Screwtape

    Subject: Divide and Conquer

    My Dear Wormwood,

    Here we at a critical juncture. The pesky Patient has decided to kick up the level of his marketing. Not to worry—this situation can be the catalyst for a delightfully dreadful downfall. You must learn these three ways to frustrate even the most ambitious marketing intentions: The three D’s.

    Divide: Influence your charge to enlist as many disconnected sources as he can find. I influenced one of my own patients to hire a freelance graphic designer, buy into a do-it-yourself website, use his sister to write content, and get a moonlighting “marketing expert.” This motley team had some decent individual talent, but could not form a unified team. Imagine taking ten pieces each from four different 50-piece puzzles, and attempting to fit together a unified picture. My patient “saved” a few bucks, but the ensuing brand message was predictably weak and disconnected; what she lost far outweighed any gains. (She also wasted a good deal of time trying to chase down each contractors to re-explain everything to each.)

    Dilute: A coherent, unified team produces an effective, cohesive brand message capable of making powerful connections that lead the humans them to buy, buy, buy. Prevent this happening, at all costs! Just like the game of “telephone,” the more disconnected people that crafting the message, the more diluted, distorted and dissonant it becomes. See the how that works?

    Discourage: The regrettable results of the first two D’s will always lead to discouragement. Plant a mixture of truth and error into the Patient’s mind. Make him believe the problem lies in the media platform. “YouTube ads don’t work for me,” or “social media must not produce any real returns.” The truth of such thoughts depends on whether or not he divides and dilutes his marketing message.

    If we can portray truth as relative, we can really mess things up!

    Your affectionate Uncle,

    Screwtape

    P.S. We now have the opportunity to guide the patient’s determination by perpetuating the insane idea that trying other media with the same thrown-together “team” will produce different results. Good luck with that one, human!

    Call SalesFish today and our high-touch, dedicated team will assist you in assessing your strategic sales goals, and the marketing and sales tactics best suited to your specific needs. And, yes, we will also advise you on the best A.I. tools that actually work and complement the real people in your business!


    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
    Is Remote Work Right for Your Company?

    Is Remote Work Right for Your Company?

    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!

    Technology has made it possible for more and more people to work remotely from home. Increasingly, companies are offering remote work options to attract talent and keep costs down, but what are the pros and cons? Where is remote work headed, and is it right for your company? Trending data add clarity to the question.

    • Remote work is increasing rapidly. According to a Telework Research Network study, remote work increased 73% between 2005 and 2011 in the US; a recent Gallup survey found the percentage of US employees working remotely rose from 39% to 43% between 2012 and 2016.
    • Your competition offers it. According to GWA, 50% of the US workforce holds a job with at least partial telework; 20-25% frequently work outside the office. A 2016 Gallup Poll indicated that 43% of Americans spend at least some time working remotely, most industries embrace remote work, and Fortune 1000 companies around the globe are revamping their spaces around the fact that employees are already mobile.
    • It’s where you’ll find top talent. 75% of remote employees earn over $65,000 per year, putting them in the upper 80th percentile of all employees, home or office-based. To stay competitive in capturing the best talent, your company should consider offering remote incentives.
    • It’s attractive to employees. According to Global Workplace Analytics (GWA), 80% to 90% of the US workforce says they would like to “telework” at least part time.
    • Remote work resonates with Millennials. A Queens University study reports 49% of Millennials support social tools for workplace collaboration; 41% prefer to communicate via technology. The US Bureau of Labor predicts Millennials, already over 50% of the workforce, will soar to 75% by 2030.

    Yahoo CEO Marissa Mayer’s 2013 remote work ban and those by IBM, Facebook and others bolstered a persistent myth that remote workers are less productive and collaborative. However, these decisions appear to be outliers correlated with company-specific issues, not the overall fitness of the remote work model or the effectiveness of virtual collaboration.

    In spite of these few isolated examples, “A variety of studies show that telecommuting and working from home is associated with higher productivity,” David Lewin, management professor at the University of California told Forbes.

    The question that emerges is whether remote work is right for your company. A wealth of research strongly suggests net positive effects on team collaboration, productivity and profit.

    Lewin cites a 2011 WorldatWork study indicating that companies with cultures of flexibility experienced lower turnover and increased employee satisfaction, motivation and engagement.

    Harvard Business Review interviewed Nicholas Bloom on a study launched “to persuade some skeptical managers that flexible work arrangements wouldn’t hinder business performance—to have data that proved the case…We found that people working from home completed 13.5% more calls than the staff in the office did—meaning that Ctrip got almost an extra workday a week out of them. They also quit at half the rate of people in the office—way beyond what we anticipated. And predictably, at-home workers reported much higher job satisfaction. It estimated that it saved $1,900 per employee for the nine months.”

    A 16-year study by Idea Champions, cited in a blog by Dave Evans entitled The Workplace of The Future: Connected, Collaborative, Creative, found that only 3 percent of people come up with their best ideas at work. The other 97 percent said they encounter great ideas throughout their day, at home, or even on vacation.

    Bloom advises company leaders to test the remote work waters for themselves. “I tell executives all the time to exploit natural opportunities—for example, severe weather that prevents people from getting to the office—to measure how productive employees can be at home. Any disruption that offers a chance to have people work remotely is an opportunity to see how effective they are off-site.”

    “Clinging to an old-fashioned fantasy that all work must be conducted in a central office puts companies at risk,” writes Mike Elgan for Computerworld. “We’re now entering an era where a majority of the workforce works remotely at least part time. If your company pretends this isn’t happening, you’ll fail to develop relevant policies and build secure remote infrastructure…The winning approach is not a blanket ban on remote or office work.”

    Is remote work right for your company? Could it increase your company’s productivity? Perhaps it’s time to test it out. One thing’s for sure, it’s here to stay.

    Call SalesFish today and our high-touch, dedicated team will assist you in assessing your strategic sales goals, and the marketing and sales tactics best suited to your specific needs. And, yes, we will also advise you on the best A.I. tools that actually work and complement the real people in your business!


    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
    What is Your Limiting Factor?

    What is Your Limiting Factor?

    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!

    Are your sales needing a boost? Are you having trouble generating quality leads? So often, when companies need sales to pick up, they look for a method or system to pick them up. They try every trick and strategy in the book and, the needle doesn’t move. Maybe they’re approaching it wrong.

    In biology, there’s a concept known as the “limiting factor.” It is the idea that the health of an organism, its ability to thrive, could be held back by the lack of something it needs. Take your lawn for example. If it is lacking sufficient iron, it will have trouble greening up and won’t grow well. Iron is its limiting factor. You can water more, add more nitrogen, phosphorus and potassium—you might spend big bucks on all kinds of fancy “cures” and potions—but see no improvement. But once you take away the limiting factor by adding iron, your grass will suddenly spring back to lush, verdant growth.

    So before you go scour the Internet for articles like, “Seven Strategies to Lift Your Sales,” or you hire a high-dollar consultant, go back to the basics. The following items may seem simple, but if they are deficient or out of date, they could be the limiting factor holding back your sales. Ask yourself these five questions:

    • Is my website pulling its weight? A website should be a lead-generating machine, not just an online brochure. It needs to be the hub of all your outbound marketing, the place you’re driving your audiences to. Do you have dedicated landing pages with specific calls to action for specific campaigns or offers? Is your site optimized for the search engines? It may be time to get a website audit to reveal the strengths and weaknesses of your site and so you can be equipped with effective website lead-gen strategies.
    • Am I tracking and using the data? If you can’t answer this question in the affirmative, you need to speak with a professional who can show you how to set up data tracking, interpret the results and change your approach accordingly.
    • Do I have a lead-nurturing sales funnel? It’s fine to offer an eBook or give a webinar, but those are just lead magnets. You need to have a long-term lead nurturing strategy that leads people from that initial contact, to interest, to the sale. For example, if you lead a webinar, it’s fine to offer an eBook as a takeaway, but if you haven’t gotten them to opt in their email address, you’re missing a chance to keep the conversation going. Work with a marketing professional to help set up automatic drip email campaigns, pay-per-click and other strategies that will help fill the funnel. Make sure those campaigns are based on solid, skilled sales content.
    • Are my online and offline media integrated? Make sure that your offline strategies like direct mail, advertisements and even vehicle signage link back to your online strategies so you can get them into your funnel.

    Yes, these seem like elementary concerns for a business, but too many people overlook the opportunity to dial in the fundamentals. Sometimes, getting your sales growing strong again is just a matter of providing that limiting factor—and it may be a relatively easy fix!

    Call SalesFish today and our high-touch, dedicated team will assist you in assessing your strategic sales goals, and the marketing and sales tactics best suited to your specific needs. And, yes, we will also advise you on the best A.I. tools that actually work and complement the real people in your business!


    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
    Cold Calling Techniques to Warm Up Your Sales

    Cold Calling Techniques to Warm Up Your 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!

    Cold calling can leave even the most seasoned pros with a chill. It’s always worth polishing up the tools you use to break the ice, and teaching them to your team. Here are our faves of the experts’ tips and tricks for warming up your technique.

    Aim for quality, not quantity

    You may think that a longer list of prospects is key to eventual success with your cold calling, but it all depends on the quality of those leads. In her article for Entrepreneur, Jane Porter advocates doing some research when it comes to your clients. If your product or service best serves large companies or organizations, then make sure your prospect list reflects that. Of course, even the most well researched prospect list doesn’t guarantee a “yes,” but you set yourself up for a higher rate of success when you target the right audience for cold calling.

    Try a strategic name drop

    Do you and your prospect perhaps have a mutual contact or friend? Easy enough to find out with a simple dash through Linked In. Don’t underestimate the value of a well-placed name. It may just be what tips the scales in your favor. Leading sales expert Brian Tracy believes that having a common denominator helps to relax your prospects when cold calling. If you don’t have an initial or obvious mutual connection, then it’s time to hit up LinkedIn and see where your circles overlap.

    (Read 7 cold-calling mistakes you’re probably making right now.)

    Master your voicemail approach

    Kraig Kleeman, who bills himself as “The World’s Greatest Cold Caller,” reminds us that only 1% of voicemails get returned. Those aren’t good odds at all for your bottom line. Though banks like JP Morgan and Citigroup are in the process of axing voicemail, Kleeman urges you not to give up. You want people to call you back? Spend time refining that voicemail and consider writing a script that you can customize for each client. Sales expert and Salesforce partner John Barrows of is a fan of the 30-second or less voicemail during which you leave your name and company at the end of the message, not the beginning, to avoid any hasty hang ups based on false assumptions your prospect might have about your company’s services.

    Dan Sincavage

    Dan is a Co-Founder of Tenfold and currently serves as the Chief Strategy Officer. Dan oversees the Tenfold sales organization, manages strategic partner relationships and works with key enterprise accounts to ensure their success with the Tenfold platform.

    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
    Why Content Matters

    Why Content Matters

    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!

    Getting on page #1 of the search engines is a great goal; winning Facebook likes is nice. But such things mean nothing if your content isn’t engaging. In fact, any marketing medium is only as good as its content.

    You’ve probably heard the oft-repeated maxim that “content is king,” and there is truth behind it. Content mainly refers to the written word, but may also include such things as images, photos and video. A lot of people focus on getting their business seen, but form without substance is dead. Even more than where you place your message is what you have to say and how you say it.

    According to the Content Marketing Institute’s (CMI) blog, What is Content Marketing? If You’re Not Content Marketing, You’re Not Marketing:

    “Content marketing is a…technique of creating and distributing relevant and valuable content to attract, acquire, and engage a clearly defined and understood target audience—with the objective of driving profitable customer action. Basically, content marketing is the art of communicating with your customers and prospects without selling. It is non-interruption marketing. The essence of this content strategy is the belief that if we, as businesses, deliver consistent, ongoing valuable information to buyers, they ultimately reward us with their business and loyalty…Consumers have simply shut off the traditional world of marketing. They own a DVR to skip television advertising, often ignore magazine advertising, and now have become so adept at online ‘surfing’ that they can take in online information without a care for banners or buttons (making them irrelevant). Smart marketers understand that traditional marketing is becoming less and less effective by the minute, and that there has to be a better way. Thought leaders and marketing experts from around the world…have concluded that content marketing isn’t just the future, it’s the present.”

    Constantly pitching your products and services will turn people away; however, if you’re educating, entertaining and engaging your audience with relevant content, you are likely to get results. “Selling without selling” is the most effective way to generate leads.

    Here are a few stepwise tips, based on the “AIDA” model to help you understand how content marketing leads to a sale, without appearing to sell:

    • A: Get Attention—before anything else!

    Minds are either captured or lost in the first few seconds of contact. Don’t start your website, advertising, posts or updates explaining your attributes and features you offer. Start with a great headline and an introductory paragraph that answers the question, “Why should I care?” Why are people searching for your services or products anyway, and what is their emotional state when they encounter your message? Meet them at that place.

    • I: Develop attention into Interest

    Leverage the attention you’ve gained with compelling content. “According to the Roper Public Affairs, 80% of business decision makers prefer to get company information in a series of articles versus an advertisement. 70% say content marketing makes them feel closer to the sponsoring company, while 60% say that company content helps them make better product decisions. Think of this—what if your customer looked forward to receiving your marketing? What if when they received it, via print, email, website, they spent 15, 30, 45 minutes with it?” (CMI)

    • D: Lead the visitor to a Decision.

    Make your content so compelling and informative that the reader will want to know more, that you have the goods or services to meet their needs.  They may not yet be ready to buy—they may not even act for some time—but if you can get them to decide that you are worth further consideration, then your content is working. You will have Top of Mind Awareness (TOMA), so that when they are ready to buy, you’re foremost in their thoughts.

    • A: Stir them to Action.

    Provide a simple and non-threatening way for visitors to get more information; offer them an exclusive benefit such as a free white paper or webinar. Make it easy to take advantage of your offering, but don’t always go straight for the “Buy Now” button. Some people act in small steps, nibbling before they bite, so don’t try to set the hook too early.

    Content marketing is a specialized skill, so hire a great content writer, not just someone who knows how to build a pretty website or who knows Facebook inside and out. A skilled content marketer will turn your marketing to gold.

    Call SalesFish today and our high-touch, dedicated team will assist you in assessing your strategic sales goals, and the marketing and sales tactics best suited to your specific needs. And, yes, we will also advise you on the best A.I. tools that actually work and complement the real people in your business!


    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