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
Category: Sales Lead Generation
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
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
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
5 Buckets of Motivation
When I started my career in direct response a bajillion years ago, we said that all the reasons people buy could be lumped into oneContinue reading
Big Data and Marketing
“Big Data” is a big deal nowadays. With it come big dreams and big intent. Its implication for business, medicine, politics, and more is enormous. ButContinue reading
Part 2 – Figuring Out the RIGHT Question to Ask: Talking With Sales
Last post, we dealt with your target audience. We covered how asking the right question with the right context to the right person can makeContinue reading
In Pursuit of the “Perfect” Graphic Designer
I don’t know about you, but I have found it rather hard to find graphic designers who combine artistic ability with technical skills AND whoContinue reading
What Do You Mean “Buyer Personas” Don’t Work?
Anytime an article title reads something like “Using Buyer Personas Does NOT Help,” you have my attention. This notion was a shock to me. I’ve developedContinue reading
Why I Hate “Marketing Automation”
Actually, I don’t hate it. I just hate the phrase “marketing automation.” It sounds like marketing is done automatically. Like you don’t have to thinkContinue reading