September 2010

End Cold Calling, Start Smart Calling

Cold calling.
Just hearing the words causes chest-tightening, loss-of-breath anxiety for many. And it’s dumb. I suggest you never place another one. In fact, never even use the term when referring to professional telephone prospecting. You can prospect by phone successfully, when you are Smart about it.
READ ARTICLE

June 2010

Catapult & Analytics – Training Designed with YOU in Mind!

Are you a new Catapult user and you're not sure where to start? Or perhaps a long-time user interested in uncovering additional ways EDA's tools can bring increased revenue into your business? Maybe you feel a bit overwhelmed with all the possibilities for UCC data application? If you answered "that's me" to any of these scenarios, this article is just for you!
READ ARTICLE

May 2010

Better Trade Show Sales Through Better Engagements

In this month's article, David explores simple ways to improve prospect "engagement" - that wonderful discussion at your booth that leads to real sales. It turns out, it's much more than just setting up a booth and waiting for visitors to drop by.
READ ARTICLE

April 2010

Increase Parts & Service Profits with UCC Data

When new sales drop and the market shows little sign of improving, how do you compete and continue to make a profit? The answer lies in your used equipment market. Parts and Service can have as much of a financial impact, if not more, than new machinery sales – especially when the market turns south.
READ ARTICLE

Tap Into Aftermarket Potential with ServiceWATCH

A new focus on Parts and Service may be what your business needs to boost your bottom line, but sometimes focusing in a different direction can seem daunting. For those unsure where to begin, the ServiceWATCH in Catapult is the easiest and most efficient way to start piling up leads.
READ ARTICLE

March 2010

Stimulate Sales with Recovery Data

In an economy where new equipment sales are few and far between, knowing who has money to spend is key to a successful sale. With EDA’s RECOVERY, know who received stimulus money and what projects they’ll be working on so you can be first in line to sell or service the equipment they need.
READ ARTICLE

Low Cost, High Value Apps for Your Business

If you like low to zero cost tools that improve efficiency and save money, you'll love this month's article by David Austin, Product Manager at EDA. In this month's article, he explores 16 applications that are feature-packed and have minimal or no licensing costs.
READ ARTICLE

February 2010

Increase Response Rates with UCC Data

What if you could increase your direct mail response rates 10 -15 times their current rate? With Variable Data Printing, you can customize your mailers with UCC data to make your message more relevant, and thus increase the likelihood your list will respond to your call-to-action.
READ ARTICLE

Direct Mail Essentials

In this month's article, David Austin, Machine Tool Product Manager at EDA, discusses seven essential elements to any successful direct mail campaign.
READ ARTICLE

January 2010

Top 10 Ways to Leverage UCC Data

So you have mastered running queries and exporting results from your Catapult account.  Now what?  How are you going to use the data to boost your sales and crush the competition?  Whether you sell, service or finance capital equipment, these ten applications can be put to use by anyone.  Let’s explore some specific examples of how to leverage the tools available within Catapult and Catapult Analytics to grow your business.
READ ARTICLE

First Time Buyers Offer Unique Selling Opportunities

There's a segment of buyer out there you may not have paid much attention to in the past, but which can offer tremendous value as a life-time customer. This segment contains first time buyers and they fall into two categories, Start-Up or Established, and both offer a unique sales opportunity.
READ ARTICLE

December 2009

IronPlanet Sold, on UCC Data

After ten years of working with EDA data, IronPlanet, the world’s leading auction company, shares how they've used Catapult to improve their marketing prospect lists, sales lead generation, and their overall sales efficiency.
READ ARTICLE

Targeting Buyers with Investing Momentum

Despite the doom and gloom reported in the media, companies that continue to grow in today's economic climate do exist. Traditionally, identifying organizations with investing momentum may have included performing SIC or NAICS searches, but now there's a more accurate process using UCC data.
READ ARTICLE

EDA Launches Virtual Sales Demo

Imagine a sales force that never sleeps, goes on vacation, or complains about the size of their office. EDA embraced this concept recently with the release of their new virtual sales demo. This remarkable tool presents a concise message using personalized video that is relevant to the prospect's industry, type of business, and geography. It will even greet them by name.
READ ARTICLE

November 2009

AGCO Hits UCC Jackpot

AGCO Hits UCC Jackpot For Allison Bass, Manager of Brand Marketing forChallenger – AGCO’s agricultural equipment line sold primarily through the Caterpillar dealer network – using Catapult and the Catapult Analytics suite enables her to access and organize her UCC data, generating powerful marketing and sales tools for her company.
READ ARTICLE

Complex Needs Require Diagnostic Selling

In this month's article, David Austin explores the diagnostic approach to selling complex solutions. Much like a doctor would ask questions, make a diagnosis and recommend a treatment, selling to buyers with complex needs requires diagnosing a problem and presenting a solution.
READ ARTICLE