JS Logan | The Sales Acceleration Company

1. Creating sales-ready leads -- A free 57-page case study
(Blog/Blog)

...  This letter is proof of how effective direct mail can be in a complex sales lead generation and sales campaign.  I'll show you exactly how it was done successfully with a single page letter and a ...

2. B2B Revenue Management
(Blog/Blog)

... is a function of marketing directed at attracting prospective customers and readying them for sales opportunities. In B2B complex sales, lead generation includes target marketing, direct marketing, ...

3. An example of how not to market your expertise
(Blog/Blog)

...  Email and direct mail are viable lead generation tactics, when you do the homework necessary to make them successful.  When you skip the homework you end up with the email Tim received.  Again, ...

4. So-called interruption marketing
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... Likewise, don't believe for a second the call or direct mail piece you send to an executive offering them something they value won't be welcome.  The issue isn't interruption -- it's relevancy. ...

5. Two openings in my coaching program -- Here's why you should care
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I currently have two openings in my coaching program.  Here are examples of things others have used my coaching program to achieve: 300% increase in effectiveness of direct mail campaign create ...

6. The season of change
(Blog/Blog)

... I've moved my business more in the direction I find most enjoyable -- educating and menorting others to help them get more out of their business.  The simple truth is I love helping people and teaching ...

7. Change Now!
(Coaching/Coaching)

... value and can deliver a big result. Here are examples of things others have used my coaching program to achieve 300% increase in effectiveness of direct mail campaign create a market entry strategy ...

8. Store
(Store/Store)

... principles into action!     Direct Mail for the Complex Sale -- $19 Here is a 57-page combination case study/how-to guide on the most successful direct mail campaign I ever created. In this ...

9. Lead generation for and by the quota carrier
(Blog/Blog)

... individuals as well as companies: direct mail newsletter podcast webinar landing pages teleprospecting blog and more... Don't limit your creativity or make an excuse for not creating ...

10. B2B lead generation system
(Blog/Blog)

...  Here are elements of marketing and sales you can join as a system to produce B2B sales leads: direct mail landing pages teleprospecting white papers case studies PPC banner ads social ...

11. B2B email -- Three big picture tips to get the most out of it
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... of your B2B email efforts.  The tips are broad, but on the right track -- the big picture he presents points you in the right direction.  ...

12. I found the bird
(Blog/Blog)

I can't believe it.  Admittedly, I'm a bit excited. I found the ceramic rubber bird I've mentioned and written about several times.  Better, I found the entire cheesy direct mail package that ...

13. The two biggest problems with direct mail used in B2B complex sales, plus two bonuses
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Two of the biggest problems I routinely see with B2B direct mail, especially when used in complex sales, is misaligning the direct mail piece with your sales cycle and targeting the wrong person. These ...

14. The worse junk mail of them all
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Here is without doubt the top of my list worst junk mail of them all -- the phony invoice. Look at the pictures below. This is a direct mail campaign built around a trick and gimmick. It’s an offer ...

15. Too good to be true --or-- I'm really tired of this stuff
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I received an offer in the mail a few days ago that looked great! Maybe too great. That’s the problem, it’s too good be true. Where’s the small print? I know somewhere in here there’s a catch. Why ...

16. 10 tips to a successful B2B direct mail sales letter that attracts sales-ready leads
(Blog/Blog)

... pushy in its call to action, and most often laced with bold type, highlights, and font changes. It is hard to define, but we see it before we open it...sometimes. But don’t confuse direct mail with junk ...

17. More on groupthink -- a case study of sort
(Blog/Blog)

... some copywriting for their website and a direct mail campaign.  The campaign was successful -- a positive ROI from a limited mailing to test a new offer in a new market. After the initial project, ...

18. 12 things that may be wrong with a poorly performing direct mail campaign
(Blog/Blog)

... A common theme is they like the idea of direct mail, but aren't sure it has a place in the modern world. In B2B complex sales, direct mail remains highly relevant and effective, but it's not as easy ...

19. The ginsu knife of sales letters
(Blog/Blog)

... the type of copywriting you’d expect in stereotypical direct mail. It’s technically perfect. My friend said three other people at their company read the letter and had the same reaction - all thought ...

20. I'm prequalified for the offer. Sadly, you are too.
(Blog/Blog)

... and acted upon. What do you think?  Are direct mail campaigns like this ok --or-- have you had enough of this BS?  ...