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: Lead Nurturing
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
4 Smart Reasons to Export Your LinkedIn Connections
You can export your LinkedIn Connections to a .csv file (a spreadsheet format). “Why Bother?” you might ask. What can you do with your contacts inContinue 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
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
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
They Want to Buy From You
Something we all need to remember — prospects want to buy from you. They want you to have what they need. People hunger for solutionsContinue reading