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
Tag: Customer-Centric Marketing
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
“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
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
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
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