Jason Myers

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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10 Essential Reads for
Modern Business Development