http://www.isnare.com/?s=author&a=Al+Davidson Marketing Al Davidson Sun, 28 Oct 2007 00:00:00 -0700 http://www.isnare.com/?aid=196699&ca=Marketing When you are calling a prospective sales lead, there is a fence between you and the other person. That fence is there to keep out people who are trying to waste their time. People who want something. People like you (and me). Our job is to find the gate in that fence and coax the prospect to open it... Marketing Al Davidson Sun, 28 Oct 2007 00:00:00 -0700 http://www.isnare.com/?aid=196587&ca=Marketing If you've ever been to the theater and witnessed a truly engaging performance, though you may not realize it, you know everything you need to know about how to make a sales lead generation script work for you. In a successful play, the actors have all memorized every word they say. There is nothing... Marketing Al Davidson Sun, 28 Oct 2007 00:00:00 -0700 http://www.isnare.com/?aid=196584&ca=Marketing Back in 1978, when I made my first ever sales call, the thought of doing anything but meeting my client face to face was not an option. Sales was an industry of first names and firm handshakes, of looking your client in the eye and saying their name. That was the way you did it (because that was the... Marketing Al Davidson Sun, 28 Oct 2007 00:00:00 -0700 http://www.isnare.com/?aid=196702&ca=Marketing I like computers. Really, I do. But there are times when they (like any technologically sophisticated object) can confound. When they aren't working the way we expect them to--or more often, the way we want them to--we have to work to figure out if it is broken, if there is a temporary glitch, or if...