Articles by Perry Rearick

  1. Accelerate Your Sales Process By Learning, Helping & Understanding 4/3/2023

    “Why” questions reveal purpose, motivations, intent, and reasoning. When done with sincerity, they enable solution providers to offer helpful ideas that are aligned with what a client needs help with.

  2. Overly Automated Marketing And Sales May Be Killing Your Business! 3/27/2023

    The efficiency gained by using marketing automation to develop personal connections is alluring, but many of us take it too far and it is killing businesses.

  3. Who Does Your Impact Marketing Impact The Most? 3/6/2023

    Who does you impact marketing impact the most? If you answered, “our business”, of course you would be correct. All marketing impacts one’s business, both positively and negatively.

  4. How's Your Long Game? 2/27/2023

    There was a big event last week and, no, I’m not talking about the box office release of the movie Cocaine Bear. The Oracle of Omaha spoke!

  5. B2B Thought Leadership Content Is More Important Than Ever 2/23/2023

    The 2022 LinkedIn-Edelman B2B Thought Leadership Impact Report was released in December. It is the 5th annual study and I believe it is one of the most important reports for B2B companies and their marketing and sales leadership. I recently spoke to Kate Cooper, Executive Vice President and Midwest Market Lead in Edelman’s Business Marketing practice and she shared some key take aways from the report. 

  6. Elevator Pitches, Value Propositions And Positioning Statements! 2/6/2023

    One of my colleagues and I travelled together regularly, and each day on the road began with an elevator ride down to the hotel lobby to review our meeting plans over breakfast. We engaged in a fun activity of practicing our elevator pitch while riding in the elevator, silly perhaps, but a great way to start the day and it helped us refine our pitch. 

  7. Are You Connecting With Your Email Marketing? 1/23/2023

    Email marketing remains the most common way B2B solution providers communicate their value to an external audience to generate business. Once started, our operations to churn out e-blasts become so routine that we can easily forget why we’re doing it. 

  8. Are You Following The Three Second Rule? 1/6/2023

    There is a strong consensus among digital marketers that we have three seconds to capture the attention of a prospect with our messaging. If we don’t, they move on. 

  9. Taking A Lesson From B2C Marketing Storytellers! 1/5/2023

    It seems that Chevy is all in on storytelling with their advertising this year. The latest is the story of Mrs. Hayes, her life, both struggles and joys over time, and we eventually connect the dots on why she kept that old car that won’t start.

  10. Your Nonmarketing Leadership Is Also A Target Audience! 12/12/2022

    Good B2B marketers know their buyers! You understand them, the problems they face, and the missed opportunities they lament, and conclude how your solutions can help them. You develop personas for all 8-12 people on the typical B2B buying team and then craft engaging content about things that matter to them. Have you done the same for your own organization?