Posts filed under: b2b

Whenever I meet new people and they hear about my work, I get a lot of the same remarks. “Oh! Where do you get the courage to pick up the phone and call people you’ve never met before and try...
Continue Reading →
I was on a call with a few marketing principals and the subject of prospect/list volume came up. They were in the position of having an abundance of work with one (large) client, a very smart, talented mid-size firm, and...
Continue Reading →
One tenet we abide by at Launch is: No prospect is ever “dead”. But I heard that put in a better way this week: No prospect left behind. So, I’m sticking with that from now on. What does that mean...
Continue Reading →
Over the years, most salespeople will develop an inner new business self that warns them, “Don’t send this email.” Then again, some don’t. I know that not everyone does but I enjoy getting sales emails. Really. They are sometimes quite...
Continue Reading →
Be Relentless for New Business And Persistent.      Okay.  I said it.  AGAIN. We do talk about polite persistence a lot here at Launch.  Actually, we do more than TALK about it, we practice it. But if you’re a bit weary of us...
Continue Reading →
It’s pretty well established that we at LAUNCH operate as a lead generation/business development firm. We work with the objective to set meetings with prospects our clients want to work with. But what happens when those meetings are set, and...
Continue Reading →
What I find in my world of helping firms, acting as their outsourced lead generation/business development firm, is that there is usually a lot of enthusiasm, energy, and excitement leading up to and coming directly out of a prospect meeting...
Continue Reading →
We talk to companies every day, both client and prospective, and have engaged in a few surprising conversations with owners of businesses. These business leaders conveyed they’ve had a pretty good run lately handling new business internally. They’ve created a...
Continue Reading →
It’s difficult to hire a new business person who understands how to sell your product or servive, more so to keep that person. One sure way to lose them even quicker is to expect too much out of the gate....
Continue Reading →
Many (most of you?) know the scenario-you have a client who accounts for a large, sometimes very large, percentage of your overall work, and then this biggest client is gone – they go away. I was talking to a company...
Continue Reading →