WIIFM is arguably the second most important acronym for successful sales and marketing programs. Way too many people are still unfamiliar with this old friend. Continue reading
Category: Blog
4 “Flipped” Tips to Network Smarter
In my never-ending quest to get better at networking, I’ve identified 4 ideas that aren’t emphasized often. With these, you flip around your normal interactiveContinue reading
The Marketing Decision Impact of “80% of Internet Traffic will be VIDEO in 5 Years”
It’s been widely shared that Cisco projects 80% of all content accessed on the internet will be video by the year 2019. And that statContinue reading
How to Speak Better in Public, Part 2
Welcome back! Last week, we focused on research and speech writing skills so you come across well and your audience listens. This week, we’ll discuss presentation toolsContinue reading
How to Speak Better in Public
Forget the sabretooth tiger. The heck with things that go bump in the night. Few experiences stimulate greater fear in humankind that standing up andContinue reading
What Can Dave Do for My Company?
Dave discusses “why-centric” thinking and how he uses this approach to help companies re-position themselves, win new accounts, and grow so profitably. It’s a quickContinue reading
Using “WHY?” to Captivate Your Prospects
In just 90 seconds, Dave helps you shift your sales messages from “what-ness” to “why-ness.” See for yourself the difference this can make with prospects.Continue reading
What’s the “Incyte Strategies” Approach?
Dave shares his approach to developing a “why-centric” marketing strategy and messaging platform for clients. And why it works with hi-tech, lo-tech, and even no-techContinue reading
Selling IMPACT, Not Process
All too often, businesses focus their marketing efforts on explaining what they do and how good they are at it. Dave explains why this approachContinue reading
Sales Reps – Your Unused Secret Weapon
Sales reps are your eyes and ears in the marketplace. This video explains how best to tap sales reps for market research, competitive information, andContinue reading