Articles by Perry Rearick
-
What To Do When Your Sales Team Becomes A Bottleneck For Prospects!
9/5/2023
Consider this, how many prospect accounts are stalled with your sales team? I’m referring to those accounts that you think are a great fit for your solutions, but they’ve been languishing on tracking boards or in the dark spaces of your CRM for months.
-
What Problem Does Your B2B Solution Solve?
8/28/2023
The first stage of a new product development process is to generate ideas, the same goes for services. And the best commercial ideas often come from exploring unmet customer needs. But do you include this important information in your messaging?
-
How To Attract A Prospect And Hold Their Attention!
8/21/2023
There is a strong consensus among digital marketers that we have about three seconds to capture the attention of a prospect with our messaging. If we don’t, they move on, and the opportunity is lost. Holding their attention can be even more difficult. How do we get more prospects engaged with our marketing content?
-
Creating Marketing Hooks With Meaning!
8/14/2023
When it comes to marketing messages that resonate most with potential buyers, showing is more effective than telling. What do I mean by that?
-
As A B2B Seller, Are You Reading The Digital Room?
8/6/2023
We’ve all sat through presentations, in-person and virtual, good and bad, interesting and boring. One key characteristic of good presenters is being able to read the room, and this can create valuable, engaging presentations. Now consider all your marketing content as a presentation room with each piece of content representing an open seat and you’re at the podium.
-
When SPEED KILLS Sales!
7/31/2023
I speak with quite a few B2B solution providers who operate on the premise that the faster they contact a “lead” increases their chances of closing a sale. This isn’t true!
-
How To Follow-Up With A Prospect When They’re Not Ready To Buy!
7/24/2023
One of the most common questions I hear from B2B solution providers is how to follow-up with a prospect when they aren’t ready to buy. Here is an approach that works well!
-
Mid-year Check-ins When You're The Customer
7/17/2023
Buyers often describe their most valuable relationships as partnerships and isn’t that what we’re seeking when we’re the customer?
-
Unmuddling The Early B2B Buyer’s Journey!
7/10/2023
B2B marketing and sales professionals still often define the early buyer’s journey as when the buyer becomes aware of a seller’s products or services. That's not it!
-
Mid-Year Check-Ins With Customers: The Most Important Question You Can Ask!
7/5/2023
A universal gasp is reverberating across the business world as we become aware that, yes, it is July and we’re already halfway through the calendar year. This is a good time for a mid-year marketing and sales check-up. And, this is a great time to check-in with your current customers.