Great content is great. It’s also really hard to produce and who has time for that, anyway? You can take a page from Oprah’s book and multiply the value of your content creation efforts by spreading their impact, or repurposing. … Read More
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The biggest mistake in marketing (according to Seth Godin)
I was listening to Seth Godin’s Q&A session on The Tim Ferriss Show, and I recommend you listen to the whole thing, but the first question was, “what’s the biggest mistake marketers make?” Godin said (and I paraphrase, I was … Read More
How to turn a sales conversation into a proposal
How many times have you had a great meeting with a prospect, had the prospect ask you for a proposal, think, “I’ve got this one”, and then sit down and realize the proposal isn’t going to be as easy as … Read More
12 Secrets of Successful Sales Conversations
You’ve finally got a meeting scheduled with your prospect. (If you missed them, you might want to read about how to get more people to convert on your site, and when to call them to get an initial conversation.) I … Read More
Off to See the Wizard: Do you hate talking to prospects?
When prospects visit your site and ask you to engage with them, do you make it hard? Do you act like you hate talking to prospects? (If you haven’t seen it, yet, you may want to check the last post … Read More
The Tesla Master Plan and Business Writing
Business writing tends to be sloppy, crappy, and confusing. Have you noticed that some people don’t have time for that, because they are in a hurry to change the world’s transportation and energy infrastructure, while also going to Mars? Elon … Read More
Does Your Website Keep Buyers Away?
Although we all want to sell more easily, sometimes our website keeps buyers away, acting more like a fortress than a marketplace. Are you making it hard for your customers to buy by keeping prospects away? No, you might insist, … Read More
Price Competition How to Avoid It and How to Win It
Price competition can seem scary, but many of the wounds are self-inflicted. While that sounds discouraging, it’s actually good, because it means you can take control of them, avoid them, and win deals at better price points. Pricing is the … Read More
Make Your Proposals Better in 5 Minutes
This blog has lots of advice on creating more compelling proposals and winning more business, but here’s a simple trick you can do in 5 minutes or less that will make your proposals better. Search for “ly”. (Mimiran, Word, and … Read More
Respond Quickly to Web Leads (or Lose Deals)
How critical it is to respond to web leads quickly? I may sound like a broken record, but research from InsideSales.com and Harvard Business Review indicates that if you can respond within 1 hour, you get 60X more conversations than … Read More