Marketing Advice

 

Don’t Ignore Your Prospects

Don’t Ignore Your Prospects

You’ve optimized your profile on LinkedIn and shared great insight-driven content. People have liked what you shared, gone to your website, and signed up for emails. Your sales team has also expanded your prospect list. You’ve built your audience and captured their...

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You’re Not Fully Leveraging Sales Navigator

You’re Not Fully Leveraging Sales Navigator

We all know that if you’re serious about building an audience on LinkedIn, It’s worth investing in Sales Navigator. You’ve optimized your profile on LinkedIn and are committed to using Sales Navigator for its robust search capabilities. But what features you utilize...

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Is Sales Navigator Worth It?

Is Sales Navigator Worth It?

In the B2B space, it seems like everybody has either tried Sales Navigator once or they’re considering trying it. Everyone’s first question to me when talking about building your audience on LinkedIn is always, “is it worth it for my business?” And my answer is always...

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Why Your Marketing Doesn’t Work

Why Your Marketing Doesn’t Work

I get a lot of questions from prospects & contacts about why their marketing strategy isn’t working. And my answer is always the same: consistency. Actually, the lack of it. The hardest part of executing a strategic marketing plan is consistency (it’s the #2 marketing...

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You’re Automating the Wrong Things

You’re Automating the Wrong Things

These days there is so much data that the problem isn’t knowing what kind of marketing to do. The hard part is being really good and consistent at it. You start off with the best intentions and then things happen and marketing starts to fall by the wayside. It’s the...

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The Value of Micro-Commitments

The Value of Micro-Commitments

You want people to buy your product or service. But there’s a problem. Asking for large commitments upfront (like people’s personal information or a meeting) can scare people off. So what can you do to build an audience of valuable prospects? Think SMALL. I’m talking...

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Capturing Emails

Capturing Emails

You’re doing everything right. You have the three pillars of marketing in place. Your website is mobile-first and responsive. You’re creating valuable insight-driven content, and you’re building an audience on LinkedIn. But the most undervalued asset in any business...

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Building Your Email List

Building Your Email List

Nothing is more valuable to your business than growing great qualified prospects. The value you get from building an audience of people you get to talk to over and over again is the most undervalued asset in every company. But what I see all the time is that most...

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Nobody Knows How Many People Read Your Emails

Nobody Knows How Many People Read Your Emails

I hear the same thing whenever I’m talking with a prospect about their email marketing. “We have a great open rate, but it doesn’t seem like our emails are driving much engagement.” The truth is that nobody knows how many people read your emails. Open rates are...

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Email is Dead. Long Live Email.

Email is Dead. Long Live Email.

I hear from prospects again and again that they don’t want to do email marketing. “Email is dead,” they say. They just want to do social media. And my response to that is, “Then you don’t really want to sell.” The way you solve the problem with the fact that we all...

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Finding the Right Keywords for Your Audience

Finding the Right Keywords for Your Audience

We all want to rank first on Google. The problem is that most small business websites haven’t been designed with a keyword plan in mind. It used to be that you could just stuff your site full of keywords. But the goal of Google today is to give their users the best...

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Creating Insight-Driven Content

Creating Insight-Driven Content

We’ve talked a lot about networking on LinkedIn and how to build engagement. Every step of the way, I’ve emphasized that providing key insight-driven content is key to creating and building engagement. Content strategy is a vital part of your marketing strategy. You...

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Increasing Your LinkedIn Engagement

Increasing Your LinkedIn Engagement

Let’s talk about growing engagement on LinkedIn. You’ve optimized your profile to target the professional audience you’re seeking and started building out a network of connections through the use of connection campaigns. Now that you’ve made the introduction, it’s...

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Be a Challenger Sales Manager

Be a Challenger Sales Manager

Challenger reps already spend a third of their time creating their own marketing materials. What they need is a sales manager who can provide significant thought to the reframing article/idea and marketing materials. Innovation is one of the most important skills for...

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Another Nail in the Coffin of Old School SEO

Another Nail in the Coffin of Old School SEO

For the last several years, Google has been in the midst of a huge sea change in search engine optimization (SEO) that completely changes how you should tackle content on your website. As I’ve written about before, old school SEO is dead. Google’s Bert is a new search...

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Anatomy of a Challenger Sale

Anatomy of a Challenger Sale

I approach every sales pitch as an opportunity. I don’t just want them to buy our product or service. I want to make that prospective client better off simply because they took the time to meet with us. To do that, we use the Challenger Approach to connect with our...

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Pillars of the Challenger Rep

Pillars of the Challenger Rep

You’re delivering this steady flow of insight-driven content, building the audience that you’re interested in attracting, and creating a reputation around your company as the go-to source for what you do. You’ve implemented the three key building blocks of marketing....

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Personalize Your LinkedIn Profile URL

Personalize Your LinkedIn Profile URL

LinkedIn is the ultimate networking event. It’s the perfect place to make connections and build the right audience to grow your business. I recommend sharing your LinkedIn profile left and right – always be networking. However, the default link, or URL, for your...

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Enable Your Sales Team – And Stop Throwing Away Your Marketing

Enable Your Sales Team – And Stop Throwing Away Your Marketing

Worried that you don’t have the marketing budget of a huge corporation? Don’t be. It doesn’t matter because your marketing materials aren’t being used. At all. One study claims that 70% of marketing materials from Fortune 500 companies never get used. Seventy percent....

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The Most Undervalued Asset in Every Business

The Most Undervalued Asset in Every Business

I don’t know how many times I’ve visited a prospective client and been asked what we can do to help them build leads and then successfully market to those leads. Advertising and lead generation are expensive – and just because you’ve built a list of leads doesn’t mean...

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