Archive for category Small and Medium Business
Account Management In Sales – The Footprints Of The Seller
Posted by Don F Perkins in B2B Sales, Business Strategy, Small and Medium Business on October 20, 2012
There’s an old gardening maxim that says: the best fertilizer is the footprints of the gardener. In other words, stop looking for quick fixes! Get out there and pay attention to your plants. Observe how they are growing. Give your plants what they want, when they want it and you will have a beautiful, bountiful [...]
Inbound Marketing Not All Created Equal – Behold the Hot Nonsense
Posted by Don F Perkins in Content Marketing, Small and Medium Business on October 6, 2012
Two short stories for those contemplating inbound marketing efforts for their business: First, Forget The Joneses – Think Customer Experience Last week I visited a small town auto repair shop that had bought way more inbound marketing than they will ever need. They even had a mobile app built so that patrons can download it [...]
Sales and Marketing – You’re Bunching Up! 5 Powerful Lessons For This Week
Posted by Don F Perkins in B2B Sales, Small and Medium Business on August 25, 2012
My son’s soccer coach used to yell “You’re Bunching Up!” throughout most games. Instinctively, the kids would all move in the same direction, chasing the ball, not thinking about where it is in relation to the goal. Next thing you know, they were all in bunched up the same spot, and they were basically paralyzed. [...]
Sales greatest opportunity: overcome the tarnished reputation of your predecessors
Posted by Don F Perkins in B2B Sales, Behavioral Change, Small and Medium Business on June 23, 2012
I haven’t been “in sales” for long. Believe it or not, my employers and prospects consider this a strength rather than a weakness. What can I say: The numbers don’t lie. My background in technical consulting has trained me well to succeed in sales. Why? Because I have been trained to look for patterns and [...]
Content Rules: Three Very Good Content Marketing Principles From a Very Good Book
Posted by Don F Perkins in Content 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 NOT To Do Customer Experience – A Case Study In Sales Incompetence
Posted by Don F Perkins in B2B Sales, Small and Medium Business on March 6, 2012
This is a true story from the sales files of Don F Perkins. Only the names have been changed to protect the innocent. Don’t let this happen to you: The customer: a large state government agency The stakes: 25K in annual service contracts, potential upshot of 10K annually in other services The seller: a new [...]
Vital Design Takes a Holistic Approach to Brand Marketing via @dekoning
Posted by Don F Perkins in Content Marketing, Small and Medium Business, Videos on February 21, 2012
In this interview, Brian Dekoning, Director of Business Development and New Media at Vital Design unpacks the approach that they have used again and again to help small to medium consumer brands understand the right mix of emerging media and traditional marketing to get noticed and build revenue. Vital Design is a creative agency in [...]
6 Essentially Meaningless Phrases Guaranteed to Bore Your Customers to Death.
Posted by Don F Perkins in B2B Sales, Behavioral Change, Content Marketing, Small and Medium Business, Unlearning on February 9, 2012
We’ve all been there. You’re in a meeting. Someone is talking, but you checked out 20 minutes ago. There’s no substance, or if there is, it’s well hidden behind a torrent of mind-numbing sales speak. You wake from your daydream just in time for the big smile and the firm handshake. There goes another hour [...]
Videoblog: How To Grow When Everybody Else Is Shrinking – Hubspot Talks About Smarketing
Posted by Don F Perkins in B2B Sales, Content Marketing, Small and Medium Business, Videos on November 29, 2011
In this video interview Hubspot’s Mark Roberge, VP of Sales and Mike Volpe, Chief Marketing Officer unpack a key ingredient in their company’s strong growth. They call it “Smarketing.” share: Blog this! Bookmark on Delicious Digg this post Recommend on Facebook Share on fark Share on FriendFeed Share on Linkedin Share on Posterous share via [...]
Creating a Strong Content Feedback Loop – Christopher S. Penn
Posted by Don F Perkins in B2B Sales, Content Marketing, Small and Medium Business, Videos on November 2, 2011
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