How often have you been in the end stages of a sales cycle, you think you’ve laid out a great case against the competition, only to find the prospect goes dark? The first step to beating the competition is to … Read More
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Things I’ve Learned This Decade
Being angry or mean (to others of yourself) rarely makes things better. But anger and other emotions are telling us something– listen and then decide what to do. When other people are angry or mean to you, it often has … Read More
Marketing Planning for 2020 (and the 2020s)
All set with your marketing planning for next year? (And since we’re rolling into a new decade, for the 20s, as well?) No? Here are some links to get you started: Understand that you run a media company, whether you … Read More
Finding the Soul of Your Brand with Justin Foster
What does your brand mean? Does it have a soul? And how does finding the soul of your brand improve your results, in business and in life? Planning your sales and marketing for 2020? Don’t miss the forest for the … Read More
The red/yellow/green copy critique: improve your copy in 15 minutes
Writing copy can be hard and frustrating. Like anything else, getting good takes practice. But here’s a simple exercise you can do in 15 minutes that will have a dramatic impact on your copywriting. I call it the “red-yellow-green” copy … Read More
Why Sales Training Doesn’t Work (for You)
What do you do when you start your own business and realize that you have actually do sales (and marketing)? That being invited on technical sales calls or the occasional account review is not the same thing as running the … Read More
Client Intake Forms
Client Intake Forms let you bring on new clients and (dis)qualify prospects faster. The traditional client intake form is a printed PDF on a clipboard– think doctor’s office. This works, but it’s slow, requires lots of data reentry, it’s often … Read More
Sales for Nerds Signed Bookshelf winners
Congrats to the winners. (See if you won.) Put the books in boxes and shipped via UPS this afternoon. And many, many thanks to the authors who generously donated the books and some time (and for sharing their wisdom on … Read More
Reasons you don’t have a Lead Magnet on your site
After I published a 3,000 word article on using a Lead Magnet to generate leads for your professional services business, responses ranged from “hey, this is exactly what I needed”, to “this would never work for me.” Within the “never … Read More
How to Generate More Leads from Your Professional Services Website
When Bob Davis started his sales consulting business, Simple Sales Strategy, his business came from word-of-mouth. That’s great, but it’s not predictable. Naturally, Bob looked to his website to generate leads. He even invested in SEO to get better rankings … Read More