Thoughts for the Week

61. 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!

62. 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!

63. 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!

64. 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. 

65. 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.

66. 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!

67. 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.

68. 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?

69. Much Of Your Messaging Doesn't Even Reach Your Prospects, What Can You Do About It? 4/25/2023

    You prospects are equipped with noise cancelling capabilities. How can you get them to connect with your content?

70. When The Economy Is Down, Decisions Go Up! 4/17/2023

    I’ve lost count of how many months we’ve been anticipating a recession and many economists still feel it is imminent, although maybe not as severe as we once thought. And that’s sufficiently vague to keep business leaders nervous enough to be more personally involved in spending decisions.