Are email sequences dead? No, but kill these bad practices now

If you’re like me, you start work by scanning your email and… Delete, delete, delete. Anything that’s not pertinent to me at that moment gets deleted.  I make that decision solely on the subject line and maybe the first sentence: ” I was just following up…” delete. “I haven’t heard from you so I…” delete …

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How Content Marketing Leads to Sales Conversations

How content becomes sales conversation

Back when I sold advertising for my magazine, I had a huge epiphany–my customers didn’t want to buy it.  Sure, I sold plenty.  But in sales training, we had to examine people’s motivations for buying and I learned that almost every purchase is bought emotionally and justified rationally.  Some may indeed have bought advertising because …

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How to Pivot Your Post-COVID Business Development Strategy

A lot has changed since the Coronavirus put a stop to business as usual.  Priorities shifted. Budgets slashed. Conferences, trade shows, and in-person networking events canceled and substituted with a virtual replacement. Even though some businesses are benefiting from these sudden shifts, the majority are struggling to figure out what industries are spending money now …

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How to Develop a Content Strategy that Supports Your Sales Process

If your content isn’t turning into sales conversations, the most likely reason is that you’re not speaking directly enough to a business problem that your prospects have.  But don’t fret–even experienced sales and marketing professionals constantly get this wrong, and it does take some experimentation.  Historically, marketers have been taught brand building–but that’s not enough …

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How Lead Generation is Different From Branding

Most agencies and consultants emphasize the importance of a good brand. It represents the story you tell and your promise to deliver. The greater the brand awareness, the more people will engage with your company, and your salespeople will have more fruitful conversations. That’s the theory, anyway. But in reality, branding is expensive and hard …

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Why Your Blog Isn’t Translating Into Sales (and What to do About it)

Why Your Blog Isn’t Translating Into Sales (and What to do About it) Crickets. If that’s the sound you hear after publishing an article on your blog, it’s frustrating for sure. All that work and no one seems to care. Oh sure, a few people clicked on it. Some even liked it and commented on it. …

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7 Content Marketing Hacks that are Guaranteed to Fill Your Sales Pipeline

7 Content Marketing Hacks that are Guaranteed to Fill Your Sales Pipeline Uh oh. You’re wrapping up with a client, and you need to develop some new relationships fast — but you’ve let your pipeline run dry. So what do you do? Make cold calls? Spam your network? Go to networking events? Write some articles? Ugh — All of those …

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6 Marketing Mistakes that are Killing Your Business

6 Marketing Mistakes that are Killing Your Business It’s maddening, isn’t it? Marketing is talking about all the great things they accomplished last month. Social media likes are increasing. Newsletter opens and clicks are increasing. Blog traffic is increasing. And now they’re excited about a producing a video. Yet there are no leads for you to …

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How Successful Sellers Use Content to Fill Their Lagging Pipelines

How Successful Sellers Use Content to Fill Their Lagging Pipelines It sucks to be in a sales slump. The fear of not having enough business creeps in — and it’s paralyzing. Your anxiety runs at an all-time high. You’re ruminating on worst-case scenarios (am I going to lose my job? My business? My house? — hell, how am I …

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Modern Business Development