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Why success stories are the best lead generation and sales tool of them all

Let me jump to the point of this post: customer success stories are the most powerful lead generation and sales tool you can own. I understand there are some who will read that and sincerely disagree, but I stand by that...

Don’t waste your time chasing sales leads that aren’t leads

Years ago, when I last was a sales executive in traditional employment, I got into an interesting round of corporate politics with our VP of marketing over 800+ sales leads they provided my organization. The way the discussion was framed at a...

Is your company the logical choice in your market?

I come into contact with a number of companies who are great at the things they do, but aren’t the logical choice in their market. They want to be, but aren’t. And they’re frustrated with the thoughts of why they don’t have...

Jim Logan, Copywriter

It’s obvious I’m a copywriter. But for many of my clients, it’s a weird kinda secret — I have two personas online 🙂 Many of my clients know me as a sales consultant providing coaching and traditional consulting services. Other...

Cost reduction has nothing to do with revenue growth, except maybe killing it

If you’ve been following my writing, you’ve probably read more than once there are only three way to grow revenue – get more new customers, increase the value of your average sale, and increase the frequency and volume of repeat...

Example of a huge and unnecessary sales risk

Late last week I unwittingly experienced what has to be top on the list of sales mistakes. As it happened, I couldn’t believe it: Salesperson: Here are our benefits…blah, blah, blah. Me: What does it take open an account? Salesperson: Just a...

Stuff your way to greater profits

It somewhat amazes me I don’t receive more coupons or gift certificates when receiving goods and services I’ve purchased. It’s the perfect time to offer an add-on, upgrade, or cross-sell to a new product. Stuffing a few offers in the...

I’d like your thoughts on whether this type of copy strikes you as legitimate or a gimmick

This post is a quick follow-on to my earlier post on special, time-limited discounts. I looked over several of the emails I cited and a cursory Internet search — here is a collection of the reasons given for creating or extending...

Special, time-limited discounts

I just counted. I’ve received four emails already this week touting special, time limited discounts. I’m not sure how many similar emails I’ve received the past month, but I’m sure it’s a lot. They arrive almost daily — or so it seems....

Why should your prospect buy from you instead of buying from your competitor?

I recently wrote a couple blog posts about solicitations I received seeking donations and a sales meeting. In both posts, I highlighted things I find lacking in their approach. The common thread is the reader isn’t enticed with a benefit...