Al Davidson - Articles

 (81)

Al Davidson is the President and owner of Strategic Sales & Marketing (SSM), which he founded in 1989. Under Al's direction SSM has designed and implemented new business development plans and programs for thousands of B2B companies nationwide. Since their inception SSM's calling center has completed over 50 million cold calls to high level business decision makers and generated over 7 million sales leads.

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63

Sales Lead Qualification: Asking the Budget Question
There is going to come a time when budget will come into play during the sales process. But the way you approach this question can mean the difference between a successful sale and a bad reputation. Read
By: Al Davidson | 01/03/2008 | Sales
Popularity
50

Sales Lead Generation: Warming Up the Cold Call
Your first sales lead qualification question should be the least intrusive question that you ask. Why? Your relationship with the decision maker is brand new and you don’t want to appear pushy…instead you want to appear to be consultative and helpful. Read
By: Al Davidson | 01/03/2008 | Marketing Tips
Popularity
50

How The Internet Is Changing First Sales Call And Lead Generation.
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... Read
By: Al Davidson | 28/10/2007 | Marketing
Popularity
53

How To Fix A Broken Lead Generation Program
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... Read
By: Al Davidson | 28/10/2007 | Marketing
Popularity
57

Lead Generation Script Or No Lead Generation Script?
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.... Read
By: Al Davidson | 28/10/2007 | Marketing
Popularity
50

The Sales Lead Sherpa: How to Find your Decision Maker
One group of people, the Sherpas, have a lock on guiding explorers and adventurers up the slopes of Mount Everest. To the Sherpas, the mountain is not just holy ground, it is worshiped as a god itself. They live in such close connection with Everest, that they know the mountain like they know their own homes, or their families. It is this connection, not just the geographic proximity that makes them such sought after guides. Read
By: Al Davidson | 13/10/2007 | Marketing
Popularity
50

Does a Lead Generation Cold Call Have to be so Cold?
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 for us. Read
By: Al Davidson | 13/10/2007 | Marketing