WIIFM is arguably the second most important acronym for successful sales and marketing programs. Way too many people are still unfamiliar with this old friend. Continue reading
Category: Sales Lead Nurturing
Marketing to Millennials – NO Magic Required
If you believe the many articles in business publications of all kinds, the Millennial generation is holding captive a trillion dollars of spending that noContinue reading
Psst! To Sell More, STOP Telling Prospects What You Do.
Yes, you read that right. To sell more, do NOT tell prospects what you do. It’s not that it isn’t important. It’s just that whatContinue reading
Stop It! Marketing Automation Does NOT Create Better Response!
It’s driving me crazy! It seems everywhere I turn, I read yet another survey or article touting how Marketing Automation has raised response, boosted conversions,Continue reading
8 Elemental Truths: How to Squash the Sales VERSUS Marketing Mentality
It’s very frustrating and still too common – Sales and Marketing teams not getting along. Each blaming the other for poor outcomes. Saying how theContinue reading
Part 2 – Figuring Out the RIGHT Question to Ask: Talking With Sales
Last post, we dealt with your target audience. We covered how asking the right question with the right context to the right person can makeContinue reading
In Pursuit of the “Perfect” Graphic Designer
I don’t know about you, but I have found it rather hard to find graphic designers who combine artistic ability with technical skills AND whoContinue reading
What Do You Mean “Buyer Personas” Don’t Work?
Anytime an article title reads something like “Using Buyer Personas Does NOT Help,” you have my attention. This notion was a shock to me. I’ve developedContinue reading
Why I Hate “Marketing Automation”
Actually, I don’t hate it. I just hate the phrase “marketing automation.” It sounds like marketing is done automatically. Like you don’t have to thinkContinue reading