Hotter Sales, Less Cold Calls --Sherburne

Instead, by combining a blend of marketing and inside salespeople, an outside sales rep will have much more productive meetings with qualified prospective clients who already have information about your offerings and have expressed an interest in learning more.

Just like the old real estate saw about location, the three most important things about marketing are test, test, test! Start small with a mail campaign to a select list of prospects. Ideally, you should structure these mail campaigns in a series of three. Perhaps the first piece is an introductory postcard sent to your top 100 prospects delineating a specific product or service you offer that differentiates you from the competition.