Blog

If not now, when?

There’s no offer associated with this post, nothing I want you to do, except to think and challenge yourself.  I woke with this thought and want to share it: Think The thing I’d like you to take some time to...

Desktop reference for B2B blogging

Organizing client files the past few days, I found a summary sheet I sent to a client some time ago — a summary guide to blogging I gave them as part of a content marketing project. Below is that guide....

There is no silver bullet to sales and marketing success

How cool would it be if there were a silver bullet in sales and marketing to retire quota and make lots of money? You know what I mean — the one thing we could say or do that magically makes...

What are you going to say?

At one time of another, I expect we’ve all been there — put on the spot to say something and not quite knowing what to say. It can happen on the phone, in a meeting, following an introduction, etc. Here’s...

What is a core story?

If you’ve heard about core stories, but can’t quite wrap your head around them or have questions about their importance to a business, following is information that may help. I’ve seen core stories interpreted and delivered a number of ways,...

Core Story: Special Offer

I hope you found the two part, eight step process to create a core story helpful: Part 1, Part 2. And here is a link to an introduction to core stories, including information on why they are so important. The...

How to create your compelling core story: Part 2

If you haven’t already, please read part 1 of this topic for steps 1-4 to create your compelling story. Here’s the link. Step 5: Why should I believe you? We’re going to start the second part of this process with...

Don’t confuse sales promotions for gifts

If you’re like me, you’ve probably received a number of emails the past week or so from companies and organizations offering you best wishes in the holiday season. I’ve received no less than 15 such emails the past few days....

How to create your compelling core story: Part 1

As I wrote in an earlier post, your core story is arguably the most important business-building tool you can own. If you haven’t already read that post, please take a couple minutes and read it now, it gives meaning to the...

12 things that may be wrong with a poorly performing direct mail campaign

For many, lead generation and sales letters haven’t worked well in the past. Some companies I talk to share stories of mailing letters and getting no reply at all. A common theme is they like the idea of direct mail,...