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
Category: Sales Success
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
“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
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
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
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
8 Elemental Truths: How to Squash the Sales VERSUS Marketing Mentality
It’s very frustrating and still too common – Sales and Marketing teams not getting along. Each blaming the other for poor outcomes. Saying how theContinue reading