I’ve been writing and speaking about marketing strategies and sales strategies for well over a decade. With all the discussions about how web content drives sales and marketing success, it is essential that we take just a little time to look at how the two functions differ and how they are converging.Read More
It was very difficult for buyers to find independent information about the products and services that interested them.
Blogs, review sites, and social networks like Twitter, Facebook, and LinkedIn allow people all over the world to share content and connect with the companies they want to do business with.Read More
Back in the twentieth century, in most organizations only people in the sales departments sold to customers. Most big companies still do it this way. But with the rise of social networking and instant engagement on the web, now we’re all in sales.Read More
Recently I’ve been asked several times about my thoughts on sales forecasting.
Many companies spend a huge amount of resource micro-managing each salesperson’s pipeline so they can come up with forecasts of how many deals might close in a given month or quarter.Read More
Today, buyers are in charge.
Google is our first stop during any shopping excursion. We check out a company’s site and blog and YouTube channel before considering doing business with them. We fire up LinkedIn an hour before an initial business meeting. We check out the CEO’s Twitter feed to see what she is up to.Read More
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Last week I delivered a talk at the Entrepreneurs Organization in Omaha, Nebraska. I always love working EO events, because members are so enthusiastic about learning new ideas. Since they run their own businesses, they are eager to identify ways to grow.
While at the event, I met Lallenia Birge, who with her husband Brad Birge started Big Birge Plumbing Co. in August 2012. Lallenia uses a wonderful title: “A Plumbers Wife to Big Birge Plumbing Co.”Read More
Here’s the video of my appearance on MSNBC Your Business with JJ Ramberg.
MSNBC Your Business is the only television show dedicated to issues affecting small business owners. Now in its seventh season and sponsored by American Express OPEN forum, the program has profiled hundreds of small business owners and offered advice from countless business experts and investors.
I always love to appear on this show!Read More
I’m a fan of the SlideShare social network for sharing presentations.
Because SlideShare combines both images and text in a unique way, it is an ideal platform to encourage sharing. It is simple to embed the content into other social networks too, particularly LinkedIn (SlideShare’s parent company).
Content drives action.
Content is the best way to reach buyers.
Content is King. (And President and Pope and Queen as well).
So how do you create great content? How do you understand your buyers, create compelling content that educates, informs, and entertains them, and then how does that content drive action and grow business? And what are the implications for ROI?Read More
Throughout the year that I had been researching and writing The New Rules of Sales and Service, I had the pleasure of interviewing hundreds of people who are involved in serving customers.
I was stunned by the number of them who revealed to me that they had turned their customer service function into a “secret weapon” of revenue growth!Read More