Articles by Perry Rearick

61. Plan Like There Are No Rules 9/28/2023

    This is the time of year when marketing leaders and their teams are establishing goals and developing plans to achieve them for the next year. But to offer some intense candor and honesty, many of us are not great at planning. We love to talk about ideas, create entertaining slide productions, and populate complex spread sheets with words intended to convey a strategic vision. But that’s not real planning! 

62. Communicating Your Company Culture And Values When It Matters To Your Target Audience 9/18/2023

    Complex, long-term B2B relationships require more than the adequate delivery of goods and services. Healthy, productive relationships that lead to growth for both customers and solution providers are built on shared values and have a cultural fit at their core.

63. Is Busyness Killing Your Business? 9/17/2023

    In his book, “The Power of Human”, Adam Waytz shares a story of an immigrant tom the US who mistakenly thought that the word “busy” meant “good” because every time he asked someone how they were, they said busy.

64. Are You A Commodity Supplier Or A Trusted Strategic Partner? 9/10/2023

    How does one go from being a commodity supplier to a trusted strategic partner? That question is what motivated Debra Oler, vice president and general manager at Grainger, to reframe the company’s brand. How did she do it?

65. 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.

66. 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?

67. 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?

68. 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?

69. 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.

70. 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!