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Contact us, if you can find us

I visited three websites this morning with no contact information beyond a web form. All were companies supporting ecommerce. Incredible! How do you trust a company that doesn’t give you a telephone number, physical address, and a name of a...

10 tips to improve your B2B and B2G direct mail campaigns

Borrowing words from Potter Stewart and applying them to junk mail, it’s often hard to define, but I know it when I see it. So do you. Junk mail is worthless, often gimmicky, riddled with hype, pushy in its call...

Copy Review: The most cost effective and timely way to improve underperforming copy

A few years ago I launched a copy review service — an experiment of sorts. I never promoted it much, but many people purchased it. For reasons I can’t explain, I took the link to the service down a couple...

How positioning was used to close a $3.5M sale and create a $44M business

Yesterday, I mentioned I found a number of white papers, reports, etc. I released years ago as part of lead generation activities for my services. I re-released the first paper yesterday and am offering another one in this post. This...

Five things your prospect wants to know before they will purchase from you

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Churn can kill a business

When I think about the number of services and subscriptions I’ve cancelled or failed to renew over the years, my first thought is how unnecessary it should have been. In the overwhelming number of cases, the company I severed relationship...

What you say next will win or lose the sale. What are you going to say?

If you’re having trouble talking about your business, are frustrated prospective customers don’t seem to get it, or are looking for the solution to sluggish sales — start here. Here is a free resource to help you sell more –faster, by...

A share-all, tell-all report on the most successful B2B Lead Generation Campaign I’ve ever been part of

Learn Exactly How a One Page Letter and a #10 Envelope Created Sales-Ready Leads and Face-to-Face Meetings with Senior Executives in the Public and Private Sector – 75% of the Time! Here is a free 53-page report where you’ll learn...

The purpose of SEO is to be found by the people you want to find you

Researching background and resource information for a client project, I read a number of articles on the purpose of SEO. Those articles led to this post. Article after article I read stated the purpose of SEO is to raise ranking for targeted keywords and phrases. That’s true, but not the important part...

Why your prospect’s view of the world is more important than yours

There’s a lot of marketing effort focused on how the vendor thinks — the vendor’s view of the world, vision of the future, story, way of making the world better, etc. And for good reason: Who wants to do business...