Salespeople are a pretty tenacious bunch. They send email after email, make call after call, meet with prospect after prospect, then get up morning after morning and repeat. Salespeople work hard. But hard work doesn’t make sales — at least not efficiently.
Most B2B companies now understand the role that content plays in marketing, to generate leads. But many companies are still relying on …Read More
Imagine having enough time in the day to actually get your important-but-not-urgent projects finished. Or being able to level up your content marketing. Or increasing the conversions on your landing pages so you’re able to deliver more high-quality leads to sales.
I don’t know of anyone leading an in-house marketing team who wouldn’t want those things. But most in-house teams are kept …Read More
In order to make smart marketing decisions, you need to know what your leads are worth. This calculation is a bit more challenging for B2B companies with the longer sales cycles that come with more complex, higher-price-tag products and services. But not knowing what your leads are worth can either cause you to shy away from spending what you need …Read More
Here’s the million-dollar question: Is your content marketing system really working? How’s your ROI? According to a report by The Content Marketing Institute, brand awareness is no longer enough for B2B companies. 85% of respondents say they’re now looking for leads from their content marketing systems. And they should be! Although brand awareness is a good ancillary goal, if your …Read More
If you run a business or are in charge of a company’s growth, chances are you have some ambitious goals and you work hard—maybe so hard that burnout isn’t just a once-in-a-career occurrence. We take pride in what we do and we’re dedicated to getting results for our clients, but we can sometimes lose the balance that we need to stay …Read More
Running is one of my favorite ways to get exercise. There’s something about being out in nature, wind in your hair, sun (or rain!) in your face. . . . It’s just invigorating in a way the gym never can be. On my last run, I got to thinking about my route. I mix up my routes, to keep things …Read More
Sales is about solving problems, right? We’re taught in nearly every sales system that if you can convince prospects that you understand their pain, if you dig into the emotions associated with that pain, and if you show them that your solution solves that pain and eliminates those negative emotions, then they’ll be begging to sign your contract.
It’s true, most …Read More
It’s Not That Complicated
We, as humans, tend to think things are more complicated than they really are. Relationships, health, even cleaning the house. (I mean, why do we need a separate cleaner for every surface in our house? Other than to make S.C. Johnson™ more money. . . .)
It took me a few years to figure out that it’s the …Read More
It’s easy to get excited about our products/services, right? (After all, they’re amazing!) But unless we have a very clear idea of exactly who our products and services are helping and what problems they’re solving, they aren’t worth all that much, despite how much we love them.
Who does your product or service help? How does it help them? What do …Read More
Your competitors are all out there blabbing about the features and benefits of their products or services. They’re all the same. “Our company/product/service is amazing and here’s why.” Be different.
People today are inundated with advertising messages. And no matter what the message is, no matter how unique, how creative, or how “sticky,” they’re all essentially the same. They’re saying, “look …Read More