Blog

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...

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...