Unless your website is just an "online brochure", there is a good chance that you have dead thank you pages on your website. Never heard of dead thank you pages before? Keep reading to learn what they are, how they lead to lost opportunities, and what you can do to...
Yesterday was one of those days where I attended a lot of meetings and had the opportunity to enjoy several conversations with a variety of different people. Looking back at those those conversations at the end of the day, two of them stuck out in my mind because of...
How picky are you about who you let into your sales pipeline? Do you place everyone who might have in interest in what you sell into your pipeline, or do you make them qualify first? This was an interesting conversation we had in our Sandler Sales President's Club...
One of our major goals (if not the major goal) is to generate sales conversations. Depending on your business, that conversation may take place in person, on the phone, web meeting, or email. No matter what the medium, if you sales calls are not effective, your...
Are you an artist? My guess is most people who read this blog don't consider themselves artists. I think you are an artist, here's why. Last weekend I was listening to an online workshop conducted by photographer Joel Grimes. The topic of the workshop was Creative...
One of the primary goals of your small business marketing system is to deliver the right information, to the right person, at the right time. In order to achieve this goal, you need to know who your buyers are, where they are in their buying process, and what they...
Most small business owners and salespeople that I work with are pretty good at closing the deal once they get in front of the right people. What they struggle with is getting in front of enough of the “right people”. In marketingspeak, we refer to the process of...
I spend a lot of time talking about the importance of having a marketing system before you try to automate it. This means taking the time to learn how your customers make their buying decisions and aligning our marketing efforts with the stages of their buying...
One of the challenges that small business marketers face is balancing new projects (install a new CRM system) with the ongoing, day-to-day marketing activities (following up with the people you met at a networking event). To balance these activities, along with all of...
When it comes to marketing your small business, how do you know how well you are doing? One of the biggest challenges small business owners face when it comes to marketing is determining what’s working, what’s not, and what to do about it. Specifically, they want to...