WIIFM, or “What’s In It for Me?,” is the second most powerful acronym in Marketing. By answering this question for prospects, you make clear toContinue reading
Parable of the Clockmaker
A terrific story that illustrates how we can price our service or product based on the value it provides and not on the cost ofContinue reading
Millennials & Manufacturing: Re-Gaining Their Interest
Who could blame them? Millennials, I mean. Why would they ever want to work in a factory? After all, factories are dark, dirty, smelly, mind-numbing,Continue reading
Marketing to Millennials – NO Magic Required
If you believe the many articles in business publications of all kinds, the Millennial generation is holding captive a trillion dollars of spending that noContinue reading
Psst! To Sell More, STOP Telling Prospects What You Do.
Yes, you read that right. To sell more, do NOT tell prospects what you do. It’s not that it isn’t important. It’s just that whatContinue reading
4 Smart Reasons to Export Your LinkedIn Connections
You can export your LinkedIn Connections to a .csv file (a spreadsheet format). “Why Bother?” you might ask. What can you do with your contacts inContinue reading
Create an Irresistible One-page Sales Flyer
To help you create a powerhouse flyer on just a single sheet of paper, I’ve boiled down my 2 decades of “getting prospects interested” experienceContinue reading
Talking with Sales: 3 Ways Marketing Can Do Better
In the B2B world, too often there’s finger-pointing and conflict between Sales and Marketing teams. They just don’t seem to communicate all that well. MoreContinue reading
What the Heck Does “Negative Earnings Growth” Mean?
Everyone has a pet peeve about a word or phrase that drives them crazy. And I’m no exception. But this one has deeper implications. IContinue reading
Craft a Testimonial Strategy to Attract More Prospects
Good testimonials can move mountains (of prospects). But creating a seamless and effective flow from one testimonial to the next takes careful planning and artfulContinue reading