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: Marketing Communications
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
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
8 Guidelines for B2B Social Media Success
Many businesses forget the operative word in “Social Media” is ‘social.’ That means engaging with others. You cannot simply create a page and then “goContinue reading
Marketing with Content vs. Selling with Copy
There are still too many chest-thumping pieces out there being labeled “content.” Which they aren’t. Some will argue that all sales efforts are just varietiesContinue reading
A Really Good Secret to Winning Sales Presentations
In the not so long ago and not so far from here . . . two sales reps from two different R&D companies were slatedContinue reading