Articles by Perry Rearick

61. 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?

62. 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?

63. 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?

64. 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.

65. 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!

66. 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!

67. 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?

68. 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. 

69. Do You Want To Increase Your Target Audience's Engagement With Your Content? Do This Simple Audit! 6/26/2023

    Audits have a negative reputation! Whether they come from the IRS, FDA or some other three—lettered government agency, we don’t typically welcome them. But let me introduce you to an audit that you will want to do regularly because of the positive outcomes it delivers.

70. The 10,000-Hour Rule! 6/16/2023

    In his book, “Outliers”, Malcolm Gladwell introduces the concept of the 10,000-hour rule. He wrote that, “ten thousand hours is the magic number of greatness.” Stated another way, mastering a field requires 10,000 hours of practice.