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
Category: Sales Strategy
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
“WIIFM” – The Power to Sell More
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
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
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
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
Curing “Bright Shiny Object” Syndrome
Ever notice how often companies get pulled off their sales and marketing plans by “the next big thing?” It’s a real problem for a lotContinue reading