Content Marketing Strategy: No More Solutioning Please! Inspire Us Instead
Posted by Don F Perkins in Internet Marketing on May 19, 2012
Solutioning: Some yabo calls or emails you and after a brief hello, starts in with: “We’re the nation’s leading provider of world class, scalable whatzits and we would love to tell you more about our solutions.” Stop it. Nobody cares about your products and services. Really. We don’t. In fact, as soon as the solutioning starts, [...]
Effective sales training? Make mine sticky please
Posted by Don F Perkins in B2B Sales on May 14, 2012
What makes really good sales training anyway? I spent last weekend in Chicago with 26 of the best minds in sales training and consulting. One of the things we talked about was how to design and deploy more effective sales training. Everyone wishes sales training programs could be way more “sticky.” In other words, increase the [...]
50 Ways To Lose Your Client – Sales Humor from Babette Ten Haken
Posted by Don F Perkins in B2B Sales, Sales Productivity on May 10, 2012
It’s been a hell of a day here in the Digital Media Consulting world. If your day was half as crazy as mine, take a minute to laugh and learn from my friend Babette’s guest post on sales snafu’s we all make from time to time. (inspired by the lyrics to “50 Ways To Leave [...]
Dont say free
Posted by Don F Perkins in B2B Sales on May 5, 2012
As I finish up the second week at my awesome new sales and marketing job, a few vital principles have really hit home with me. Whether you’re new to the business of sales and marketing, or an old salty veteran, you might find that remembering these four ideas can have a real positive impact on [...]
Content Marketing – How to Talk to Customers: Sound Like a Human
Posted by Don F Perkins in B2B Sales, Internet Marketing on April 27, 2012
This sounds like pretty basic advice right? But it’s harder than it might seem. In content marketing, sounding human is one of the things that seems to elude many a well-meaning marketer. Interestingly, the importance of sounding human makes all the difference in sales as well. The parallels are solid. How to build great content [...]
How to Get More Sales: The Buyer’s Guide to Prospecting
Posted by Don F Perkins in B2B Sales, Behavioral Change, Sales Productivity, Unlearning on April 21, 2012
Finding new customers to fill that pipeline can be a tough gig. Can I get a witness? I’ve got two great stories this week to help with that. First: During our prospecting blitz this week, I overheard one of my colleagues being coached nearby. The sales training manager Ryan said: “You’re trying to say something magical, when what you need to [...]
Content Rules: Three Very Good Content Marketing Principles From a Very Good Book
Posted by Don F Perkins in Internet Marketing, Small and Medium Business, Social Media on April 17, 2012
After reading Ann Handley and C.C. Chapman’s book “Content Rules,” I’ve got some great ideas for us internet marketers, and for you regular, normal folks too. Whether you are a corporate CMO or just marketing your own homespun organic hemp handbags, this book offers solid, proven principles for shaping your content, SEO, SEM, blogging, video, and [...]
How to make asking for the sale less difficult
Posted by Don F Perkins in B2B Sales, Behavioral Change, Sales Productivity on April 13, 2012
For people just starting out in sales, and even some seasoned sales veterans, asking for the sale can be the most difficult part of the sales process. Why? It’s simple: many of us fear rejection during the buying cycle, but we shouldn’t. Here’s why: The truth is that when asking for the sale, we [...]
Get As Close To Google As You Can
Posted by Don F Perkins in Business Strategy, Internet Marketing, Social Media on April 7, 2012
Last week I had the pleasure of meeting with one of the smartest folks in business today. Jeff Folckemer, CEO of LocalEdge shared his insight with regard to the future of marketing. He talked about the history of companies like Google, Yahoo, Bing, Facebook and Twitter. One of the things he said that really stuck [...]
Video Blog: Get Out Of Your Own Way With A Great Coach
Posted by Don F Perkins in B2B Sales, Sales Productivity, Videos on April 4, 2012
Get Out Of Your Own Way With A Great Coach I recently received an email from Chris Brogan talking about having coffee and discussing coaching with Anthony Iannarino. I know both Chris and Anthony, but was not aware that they had ever met. What a great opportunity to learn from the best. When learning the [...]
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