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What is a core story?

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Core Story: Special Offer

I hope you found the two part, eight step process to create a core story helpful: Part 1, Part 2. And here is a link to an introduction to core stories, including information on why they are so important. The...

How to create your compelling core story: Part 2

If you haven’t already, please read part 1 of this topic for steps 1-4 to create your compelling story. Here’s the link. Step 5: Why should I believe you? We’re going to start the second part of this process with...

Don’t confuse sales promotions for gifts

If you’re like me, you’ve probably received a number of emails the past week or so from companies and organizations offering you best wishes in the holiday season. I’ve received no less than 15 such emails the past few days....

How to create your compelling core story: Part 1

As I wrote in an earlier post, your core story is arguably the most important business-building tool you can own. If you haven’t already read that post, please take a couple minutes and read it now, it gives meaning to the...

12 things that may be wrong with a poorly performing direct mail campaign

For many, lead generation and sales letters haven’t worked well in the past. Some companies I talk to share stories of mailing letters and getting no reply at all. A common theme is they like the idea of direct mail,...

Is it difficult talking about your company? It’s easier if you have a core story

A common condition I encounter with a number of prospects and new clients is frustration with difficulty talking about their business. You’re in great company if you can’t quite find the magical words to express your company’s value and worth...

Book Review: The Thank You Economy

Note: There are no affiliate links in this post – just my recommendation for you to buy this book. ======= Periodically, I’m sent books to read and review online — that’s not the case with this book. I found, bought, read, and...

Help me choose a CRM solution

I’d like your help selecting a CRM solution to promote to my clients and audience — I’d like to affiliate with a CRM provider. Here’s what I’m looking for: Hosted solution Built with B2B complex sales environments in mind Easy...

5 things to do before the big sales meeting

The big meeting is just that, a big opportunity to advance or close a meaningful sales opportunity. Or blow the deal if things don’t go well. There are a number of reasons the big meeting can end poorly, many are...