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
Tag: User-Centric Strategy
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
We Should Banish the Phrase “B2B”
Why would I want to banish “B2B” from the dictionary? Because there’s some mystical fog that sits on people’s creative brains when it comes toContinue 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
Part 2 – Figuring Out the RIGHT Question to Ask: Talking With Sales
Last post, we dealt with your target audience. We covered how asking the right question with the right context to the right person can makeContinue reading
Finding the RIGHT Question to Ask
Recently, I was in my local Subway restaurant with my daughter. We had a coupon for “buy one 6-inch sub, get the 2nd one free.” Continue reading
Answer These “5 Why’s” to Create More Powerful Messaging
Effective sales and marketing rests upon understanding your prospect’s situation and what he/she needs to know before they can trust you and accept that you’veContinue reading
What Stanley Kubrick Taught Me About Sales
When I was younger, I was a serious science fiction fan. At the risk of dating myself, Star Wars was still new, okay? I hadContinue reading
B2B Does NOT Have to Mean “Boring-2-Boring!”
It’s incredibly frustrating. I’ve spent my career in the B2B world. I know the dynamism and creativity that exists in so many industries. Yet evenContinue reading