Three times I tried to read this article in case I had missed anything. It's sounds blunt but there's no point beating around the bush - I hadn't missed anything.
I don't use out of date ways to sell, prospect or build a pipeline. Events, catalogues (catalogs in certain parts of the world), that's printing and mailing are not effective.
We all have a success story in our own 'back catalogue' and that's where we should leave them. I have made huge revenue in the past from cold calling but I know that doesn't work today. There may be an odd exception but it's not sustainable so don't kid yourself.
Don't be fooled by the self proclaimed experts preaching out of date advice on techniques that should be tucked away in a drawer. Maybe it's because its all they know or all they are comfortable with?
Programmatic social selling is what you should be looking at today to ensure you survive in business tomorrow.
Stop talking about yourself and start creating interesting content to generate inbound. And, while you're at it - dump the intrusive outbound activity and wasting money on events.
"My definition of marketing is getting your telephone to ring with qualified buyers." How do I do that? By: Giving out thousands of catalogs to the right people at a trade show.Mailing catalogs after a trade show. Mailing the catalog to qualified lists .Mailing catalog to pre–registered meeting lists – buyers put us on their list of "Must Visit." Mailing quantities of catalogs to dentists. Offering clinical courses in their offices. Asking lecturing doctors to recommend us. Talking to a qualified customer at a meeting or trade show. "I have developed a 'cross mentoring' network locally, nationally and internationally. I talk to other people who do part of what I do and try to help them as they help me. Sometimes I call them – sometimes they call me. Not direct competitors, but businesses who have the same marketing components."