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...
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...
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...
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....
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...
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....
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...
Understanding the Challenger Approach

Understanding the Challenger Approach

I have always approached sales with the idea that I want to help prospective clients find the best solution to solve their problems – even if that solution is not ours. We had been using principles out of the Challenger Sale to help our prospects long before the study...
The #2 marketing mistake that I see over and over again

The #2 marketing mistake that I see over and over again

Why your marketing doesn’t work Consistency. Actually, the lack of consistency. Right after the “#1 mistake in marketing,” it’s the lack of consistency that causes your marketing to fail. There are no miracles in marketing. Trying a new approach for a month or two is...
There are no shortcuts in marketing

There are no shortcuts in marketing

People don’t like to hear me say it, but the truth is: There are no shortcuts or overnight fixes for good marketing. A strategic marketing plan that works is a long-term play that requires day-in-day-out execution. You need to commit to your plan for at least a year,...