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Buying and Selling 2.0: the High Performance Model
Rapid technology advancements have benefited buyers and sellers alike. Buyer-accessible information and buyer-controlled technology help buyers research, evaluate, discuss, recommend, check...
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online marketing: Virtual Trade Shows – worth it?
Virtual trade shows combine some interesting elements of both inbound and outbound marketing. Recently I convinced a firm to participate as a Sponsor for a virtual trade show run by a professional...
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Buyer Bias: How Deep is Your Dive?
We all know that qualifying prospects involves confirming BANT (Budget, Authority, Need, Timeframe), but what about the more complex fit issue of “Bias”? Most sales people know that Bias is where the...
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Marketing Automation: Masters of the User-verse
The customer is King, but Users are your Universe – your “User-verse”. How do you stay at their center? According to Forrester Research, by mid-decade over half of all purchasing will be done online....
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Content Marketing: A Day in the Life
Keeping to the plan of openly sharing our playbooks with clients, friends and followers, I’m hoping this overview of a typical Content Marketing routine helps you think about ways to be more...
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Are You the Toast of Your Customer, or just Toast?
on Sales & Marketing tech as core competencies Spoiling customers rotten is the new black, the new mantra, or for you laggards (you know who you are, dahling), the new grail quest. Worst case: it...
View ArticleThe Customer has Spoken – twice: 2 reports on social media business benefits
For the organization still trying to decide whether social media is a trend or a fad and therefore useful for business, consider the following two studies. The post The Customer has Spoken – twice: 2...
View ArticleQR Codes: Best. Practice. Ever.
QR Codes work well, except when they don’t – but they can! Following my New Year’s Resolution to stop doing dumb things (wish me luck), and coming on the heels of multiple successes in which QR codes...
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