Marketing
Why Your Sales and Marketing Teams Need an Outomes Framework
As we have previously written, Buyers Don’t Buy Products, They Buy Outcomes. I see a perfect example of this as I look out my window into…
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Marketing
Marketing
Buyer’s Don’t Buy Products, They Buy Outcomes
You may think you sell a product or service but what your prospects and clients are really buying are business outcomes. In this article,…
Marketing
How To Make Your Message Appetizing in a Bland Market
If you want to get attention with your prospects you need to make your message attractive. This article explores ways to make your messag…
Marketing
What Would Happen If You Told Your Prospects What Types Of Clients You Want To Serve?
We all have ideal prospects. These are the future clients that are a great fit for your business. They value what you do. They align with…
Marketing
Why You Probably Need a Marketing Automation System
This article explores why local companies should consider sales and marketing automation.
Marketing
Sales Leaders and Company Owners: The Sad Costs of Not Investing In Marketing
Not investing in marketing has a cost. In this article, Darrell Amy explores the cost of not investing in marketing. He also gives a fram…
Marketing
Why Navy Suits and Colorful Socks Work: Building a Personal or Company Brand
Both sales professionals and companies have brands. In our world of overwhelming options and distractions, a brand becomes shorthand to c…
Marketing
Be Wary of Misleading Stats on Email Marketing
At a recent industry trade show, I saw some ridiculous statistics about the effectiveness of email marketing. Yes, email can be highly ef…
Marketing
The New Way to Win More Deals: Sales and Marketing as Co-Creators of Value
Why do sales people win? Until recently, the primary points of differentiation for companies have been based on two factors: We provide g…
Marketing
Does Your Dealership Resonate With Buyers?
As competitive dealer principals, sales leaders, and sales reps, we all want to win. But in our highly commoditized industry it can be ha…
Marketing
Why Your Website and Sales Collateral Fall Flat
Are you frustrated that you’re not getting more from your website? After all, everyone keeps quoting the stats that 94% of B2B buyers beg…
Marketing
Will Content Marketing Be Around in 20 Years?
Hang around with me for any amount of time and you’ll hear about Buyer 2.0 and how buyers are on average 71% of the way through their buy…