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Cold Calling Fact: Business people do it all the time

Here’s something often overlooked in the cold calling debate: business people cold call each other as a routine part of growing a company. Every day executives pick up the phone and call a peer at another company, unannounced, to discuss...

Cold calling is a legitimate form of B2B lead generation

Cold calling is one those things you can bring up in conversation with a room full of sales professionals and damn near start a riot arguing its worth. There aren’t many fence sitters on the topic — you pretty much...

If not now, when?

There’s no offer associated with this post, nothing I want you to do, except to think and challenge yourself.  I woke with this thought and want to share it: Think The thing I’d like you to take some time to...

Desktop reference for B2B blogging

Organizing client files the past few days, I found a summary sheet I sent to a client some time ago — a summary guide to blogging I gave them as part of a content marketing project. Below is that guide....

There is no silver bullet to sales and marketing success

How cool would it be if there were a silver bullet in sales and marketing to retire quota and make lots of money? You know what I mean — the one thing we could say or do that magically makes...

What are you going to say?

At one time of another, I expect we’ve all been there — put on the spot to say something and not quite knowing what to say. It can happen on the phone, in a meeting, following an introduction, etc. Here’s...

What is a core story?

If you’ve heard about core stories, but can’t quite wrap your head around them or have questions about their importance to a business, following is information that may help. I’ve seen core stories interpreted and delivered a number of ways,...

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....