Do your headlines stimulate clickthroughs?
5 Tips to Improve Your Headline Clickthrough Rate
Read More
The right connections count
Getting prospects to notice, much less pay attention to you is a tall order these days. In my opinion it’s all about connecting. I’m not talking here about physically calling, emailing or visiting them. I’m talking about providing the right trigger(s) that will intrigue the other person enough to receive your phone call, email or ...
Read MoreMultiply your potential by multiplying the value you communicate
I read a meaningful post by Thomson Dawson recently that speaks to the importance of focusing on outcomes versus services and also the need to develop a strong outcomes-based value proposition. After all, buyers of professional services don’t buy things they buy outcomes. According to Thomson, “Your value proposition is the seed of all your business development ...
Read MoreHave a point. It’s so much more interesting for the listener!
The recent talk about the demise of “nice” salespeople along with the aggravation of traveling over the holidays conjured up memories of one of my favorite holiday movies, “Planes, Trains and Automobiles.” One of the best scenes is when Neil Page (Steve Martin) finally blows his lid at “nice guy” shower ring salesman Del Griffith (John Candy) and his meaningless blabbering. Martin’s ...
Read MoreHow ‘Nice’ Might be Killing Your Creative Firm’s Sales Efforts
According to sales/marketing author Jill Konrath, “2012 will mark the total demise of nice salespeople.” http://bit.ly/A2ZEJf Is nice really dying? Well, let’s just say that if nice is what a salesperson primarily has to lead with, they’re in deep trouble, especially if they’re selling professional services. Since buyers have long been under the gun to ...
Read MoreCheck your engine before you hit the road
With the dawn of a new year finally here, I thought you might want to take the opportunity to do a quick “engine check” before you stomp on your new business accelerator. After all, like any other important initiative, sustained business development performance requires an engine that’s firing on all cylinders. Find out how yours ...
Read MoreDoes your environment encourage the right kind of failure?
It’s commonly agreed that failure is an important and necessary ingredient for attaining success. According to Carol Dweck, author of “Mindset,The New Psychology of Success”, it takes failing the right way and that takes the right mindset – a “growth” mindset. Learn more
Read More
