There's always a bandwagon crowd. They hear a new buzz word that gets hype and fail to understand the depth of what it means. Somehow, fad words comfort us. "Social Media," "CRM," "Marketing Automation," or whatever else seems to be a new medium draws attention quickly. Conferences are built … [Read more...]
Monday, September 20, 2010
Increasing Conversion
The temptation is to focus on selling. This means throwing more money at how to generate leads. However, if those leads engage in an ineffective process with your organization and value proposition, then it's like rowing harder with a hole in your boat. Patching the boat should be the … [Read more...]
Friday, July 16, 2010
Content Is King
Because of our increasing inattention, hype, fluff and gimmicks only distract buyers today. Think about how you buy. You start with some kind of pain. It takes the form of:Lacking something Needing something Desiring something Pursuing somethingBefore the internet, we were … [Read more...]
Thursday, December 17, 2009
Thinking Instead Of Reacting
It is rare to find someone thinking. Sure, there are plenty of people who can react. That is the norm.Instead of depending on charisma and last minute work, what if you thought through a true selling process? What if you thought about what the ultimate buying experience could look … [Read more...]
