Blog

Pricing’s role in the perception of value and quality

Would a Mercedes be a Mercedes if it cost half as much — or — would it cease to be a luxury vehicle? ------- Don't miss an update. Subscribe to our blog and newsletter! Leave this field empty if you're...

What’s the difference between a suspect and a prospect?

A suspect is someone who may need, want, and be in the market for what you have to offer. They are someone who meets a profile, but whose interest and intent to purchase is unknown or currently non-existent. Suspects need...

You need to test your prospect’s ability to close

I recently had a conversation with a coaching client about their sales activities — they call on CxOs selling business unit analysis solutions. They shared with me their meetings seemed to be “going great”, but they are not converting near...

Eliminate fine print from your business

Have you noticed there is never anything good in the fine print of an agreement? All the good stuff is up front and in large print. The bad stuff is buried in the back somewhere, deep inside a long paragraph,...

B2B lead generation isn’t about selling products or services

The purpose of B2B lead generation isn’t to get people to buy your product or service. Think about it — this is where a lot of B2B lead generation campaigns go wrong. If you have a product or service that...

Is there a profession worse at marketing than real estate sales? -or- Who needs another refrigerator magnet?

Note: This post was initially published elsewhere four years ago. I found it today and couldn’t resist publishing it again — the lessons still apply.  My sincere apology to quality real estate professionals everywhere. ======= I’m being overrun with a...

The Most Important Thing to Know In Business, But More Important to Know In Life

Every person you: speak to stand across the counter from meet shake hands with speak on the phone with open the door for Has a family or people important in their life they: think of support love care for The...

Marketing’s goal shouldn’t be to be creative

Not long ago, I found a message in my inbox from a group I belong to asking a question about  trade shows – What is the most creative Pre-Trade Show mailer you have done or heard of other companies doing?...

B2B Inbound Marketing

B2B Inbound Marketing  is about attracting visitors to your web presence who are ideal candidates to become prospective customers — either today or at some point in the future. Inbound marketing activities typically include social media integration, web content, link...

B2B Sales Coach

A good amount of work I do with clients is provide expert advice to B2B sales professionals, revenue managers, and sales leaders to help open, qualify, advance, and close more sales opportunities — sales coaching. This 1:1 service includes unlimited...