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: User-Centric Strategy
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
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
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
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
Stop It! Marketing Automation Does NOT Create Better Response!
It’s driving me crazy! It seems everywhere I turn, I read yet another survey or article touting how Marketing Automation has raised response, boosted conversions,Continue 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
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
7 Keys to Successful B2B Content Marketing
Building a successful content marketing strategy in the B2B world is tough. We have to overcome our inclination to talk about ourselves. We need to developContinue reading
Red, Why, and Websites
Red is a critical color for humans. We notice red. Red gets our attention. Fast. I don’t know the scientific explanation for “why,” I justContinue reading