New Business Insights From the Front Lines

22 Ways to Create Compelling Content When You Don’t Have a Clue

Content can play an important role in attracting and engaging prospective clients, if your topics are meaningful to them and delivered consistently. If consistently creating meaningful content makes you feel like a salmon swimming upstream :), here are some great tips to help. Enjoy!

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Are you part of the 95% that CMOs ignore?

I participated in a stimulating CMO Network LinkedIn group discussion recently that included both agency and client-side participants. Two key questions were posed: “How stupid or brilliant are ad/marketing agencies when it comes to prospecting senior client side marketing professionals?” and “Do agencies take their own marketing advice or do they turn into complete amateurs […]

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Do your headlines stimulate clickthroughs?

5 Tips to Improve Your Headline Clickthrough Rate

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Your mother was right!

“It’s not what you say, but how you say it!”

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Making the right connections counts

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 […]

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Multiply 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 […]

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Have 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 […]

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How ‘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 […]

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