Articles by Perry Rearick

71. 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!

72. 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?

73. 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!

74. 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. 

75. 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.

76. 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.

77. What Is The Secret To Building Trust With Potential Buyers? 6/5/2023

    Trust is a critical ingredient, perhaps THE CRITICAL INGREDIENT, for successful B2B relationships. But how do solution providers go about building trust and what is their secret? The answer, they begin by helping!

78. Content Is King, Or Is It? 5/30/2023

    Most of you will recognize the phrase “content is king” and will correctly attribute it to Bill Gates. It is often quoted by those of us who practice the art and science of digital content marketing to bolster our profession and sometimes grab a seat at the big table where decisions are made.

79. 5 Tips To Achieve B2B Marketing And Sales Alignment 5/22/2023

    When we speak about marketing and sales alignment, we most often mean alignment between the two. However, the most impactful is when both marketing and sales are aligned with the journey that buyers navigate to make purchasing decisions.

80. Taking Your B2B Content Marketing To Infinity & Beyond With A Customer-Relevant Purpose 5/1/2023

    For those of us in the marketing and sales profession, we’ve long respected John Deere as the pioneer of content marketing. They first published The Furrow in 1895 and it is still published today in print and digital forms. They have the most enthusiastic brand loyalists on the globe, and perhaps one day throughout the universe.  Why does this work so well?