Monthly Archives: March 2011

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Using Telemarketing to develop Leads for Complex Sales

Businesses selling complex intangible products and services typically steer clear of mass market advertising campaigns for sales leads. This strategy makes good logical sense when one considers the fact that intangibles have subjective value contingent on specific situations; for example,… Read more ›

Ira Michael Blonder
Direct Marketing, Intangibles, Product Marketing, Sales, Tangibles, Telemarketing
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I’ll have an address book, make it fancy . . .

It’s well known in the intangibles business (including executive search, staff augmentation, advisory, management consulting, etc) that a sales person with an address book is a valuable commodity.  No rocket science about it.  But why? The reasoning is inherent to understanding intangibles as commodities. Intangibles have… Read more ›

Ira Michael Blonder
Organizational Change, Sales
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