PS Pulse Articles by: dave at espresso b2b

Is Cold Calling Dead? Does Internet Marketing and Social Media Signal the End of Dialing for Dollars?

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By David Brown, Managing Partner, EspressoB2B Marketing - September 14, 2010

Hey! What happened to my market? A VP of Sales at an IT services organization recently told me, “Sometime in 2008 cold calling just stopped working for us. At first, we thought it was the economy. Now we see a fundamental shift in the way people buy.” Some of my best friends are sales guys. It’s true. Normally a cocky bunch of souls, most have been in the business for ...Read More

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Facts, Figures and Features: How We Often Miss the Point When Talking with Prospects and Clients

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By David Brown, Managing Partner, Esspresso B2B Marketing - March 1, 2010

You're driving down a deserted road when your car hits a pothole and the engine cuts out. The car slowly rolls to a halt by the side of the road. You're alone, there's no cell phone reception and there's no building for miles. You have the choice of trying to fix the problem or sitting there alone for a very long time. With an hour until sunset, you decide to take a stab at getting the car ...Read More

Job Search Essentials for Professional Services Leaders: 8 Sales Techniques for Landing Your Next Position

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By Dave Brown, Managing Partner, Esspresso B2B Marketing - January 14, 2009

According to TechCrunch’s Layoff Tracker, nearly 120,000 employees in the tech sector have lost their jobs since August 27, 2008. And the number is growing.  As a result of the current economic climate, many Professional Services Leaders who once considered their jobs safe are now finding themselves back in the job market. It’s an uphill slog to be sure, with few open slots ...Read More