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Can you guess what I want you to do next?

I just re-read and threw away a wonderfully worded sales letter – the use of language was spectacular, grammar was perfect, and the format was great!  The letter has everything you’d want in a first contact with a new suspect...

How to use the perceived weakness in your product or service to close more sales

No one knows your product, service, or company like you do. No one knows more about how great it is. And no one knows more about its flaws. So, why not use all this insider knowledge to your benefit? Especially...

And some still wonder why most marketing sucks

In 1972 Irving Janis, a psychologist, used the term groupthink to describe how groups of people can make bad or irrational decisions. Via Wikipedia: In a groupthink situation, each member of the group attempts to conform his or her opinions...

Quick thoughts on dealing with gatekeepers

Some of the lead generation cold calling you do results in speaking to an administrative assistant — a gatekeeper instructed to keep people who reach the principal to a minimum. Gatekeepers are effective at sounding encouraging, when in reality they’re...

Follow @saleskick

If you’re a twitter fan and don’t already, please follow @saleskick. What you’ll find there are the best posts and resources we come across each day relating to B2B sales, marketing, and revenue generation. Please follow @saleskick! ------- Don't miss...

Moving money left on the table to your pocket

Sometimes all you have to do is make a call or send an email.  Just ask, follow-up.  Being there is half the battle.  Often that’s all you need to do to surface a new order — make contact. When someone...

5 things sales and marketing teams should do to sell in a recession

While the current business environment isn’t as great as we all wish (far from it) and there are plenty reasons to remain concerned, it’s a great opportunity to win new accounts and strengthen relationships with existing customers. The business environment...

8 Tips to Writing Great Thank You Notes

Whatever you’re doing now, do this next — get your pen, place it to paper, and write a thank you note to a colleague, customer, supplier, or friend that deserves one. It doesn’t have to be long, it doesn’t have...

Why you should ask more questions before you give any answers

In school we’re taught it’s the answers we give that matter most – the fastest hand raised is most often praised as being the brightest and best. The objective is to give the correct answer as fast as possible. But...

Just because you can, doesn’t mean you should: A content marketing lesson

There are countless things you can do as a marketer.  But that’s never the point. Just because you can do something, doesn’t mean you should. What you should be doing are the few things that best reach your target audience...