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Sales Tips

Forget Cold Calling. Break the Ice with a High Impact Mailer.

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I’ve been in sales for many years and have faced all the challenges that people in my line of work come up against. One of the most difficult is initiating conversations with prospects who, though they might need the product or service that my company offered, don’t really want to talk with a salesperson. When I joined the team at North Star Marketing, I was well aware of the agency’s reputation for producing extremely effective…

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Deliver Good Content. Drive More Sales.

By | Sales Tips, Marketing & Sales Alignment | No Comments

You may have been hearing the phrase thought leadership quite a bit lately. And you may be wondering what on earth is behind that buzzy marketing lingo. In this blog we’ll explain what it is, how much you need, and why it’s a critical part of your sales strategy. Thought Leader /THôt ˈlēdər/ – A thought leader is an individual or organization that is recognized as an authority, and whose expertise in a specific field…

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Fanatical Prospecting Transforms Sales People Into Sales Superstars

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Type “sales book” into the Amazon search window and you’ll get nearly 2,300,000 results. But every once in a while, a book comes along that rocks the sales world. That’s the case with Fanatical Prospecting by Jeb Blount. It’s a practical guide on how to do the most important – and the most difficult – thing in sales: prospecting. Recently, April Williams, President of North Star Marketing, Inc. (NSM), sat down with Ted Williams, NSM’s…

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north star marketing lessons from a breewery

Lessons From a Brewery

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At North Star, we have one vision – to Redefine Marketing. We are focused on making marketing work for sales; to help each individual sales person meet or exceed their quotas. One of the ways we do that is by being in constant communication with sales folks. Our most recent conversations happened at the beginning of June with a group of innovative sales leaders across Rhode Island. We invited everyone to a local brew pub,…

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Why Sales Folks Need to Love CRM

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As salespeople, we know that your #1 priority is to close more deals. Save the analytics, forecasting, cost-per-lead calculation, and reporting for marketing; your job is based on your ability to increase revenue for your company. Putting aside natural salesmanship or tenacity, one important leg of the sales stool is visibility. That means visibility into the pipeline, visibility of key contact information, visibility of behavior and of the support materials you need to sell. Technology…

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TeleSales: To Get a Foot in the Door Put an Ear to a Phone

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Whether you call it telemarketing, telesales or teleprospecting, using the phone as part of your direct marketing strategy can increase response rates by a minimum of 25% and get sales people’s foot in the door which leads to more closed deals.  According to Douglas Karr, founder of the Marketing and Technology Blog, “most direct marketing strategies fail because they’re not persistent in calling on the clients who are within their key firmographic.” To prove the…

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The Overarching Rule of Exceptional Companies, Know Your Customer

By | Sales Tips, Marketing Tips | No Comments

While many factors can lead to sluggish sales, probably the most critical mistake we see is that a lot of marketers lose sight of who their customers are. We recently worked with a client to help them understand why sales were stagnant. They were doing the same things they always did and what they were doing stopped working. We did some digging and found some issues that created the problem: Sales weren’t using the support…

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