On a weekly basis, I receive an email that sounds something like this: “X here, from XXX, the all-in-one platform to create and sell XXX. I came across your Marketing Automation Migration series and really love your content and style. It’s really cool to see what you’re using for your automation systems. I think it
I never sell with my best stuff. By that, I mean that I don’t use my best stuff, my best thinking, the height of my capabilities for sales calls. Sales pitches, prospective customers? They generally get my second-best stuff. Who gets the best stuff? Current customers. Current clients. Premium members. My tribe. Two reason why.
From the mailbag, Luke asks: “I lately have been told to add people on LinkedIn and then cold call them about our products. I haven’t received a lot of good results. How do you choose between relationship building and sales?” Great question. The strategy you’ve outlined above is immediately doomed to failure, because it’s the
I’m grateful that many of you have enjoyed my books and publications over the years, from Marketing White Belt to the most recent Marketing Blue Belt. Today, I want to unveil a new way for you to be a greater part of these books: join the Marketing Affiliate Program! What’s in it for you? By
If you can’t do it, you shouldn’t sell it. This is a challenge that an incredible number of organizations face in their sales and marketing processes. Marketers go out and make wild promises about capabilities that don’t exist in the product. Sales professionals convince people to sign on the dotted line for something that won’t
For many folks, summer is now in full swing. Pools are open, grills are dusted off, and we start scouring our refrigerators for fresh fruit to blend. Start off your summer right with this list of books and other goods. Here’s to a relaxing, educational, and fun summer. Full disclosure, in case it wasn’t obvious,
It’s nice to sell things on your website. As someone who’s set up dozens of websites over the years that have sold things, I’m certainly not averse to a good sale and all of the mechanics that go into that sale. However, one of the most important concepts to understand is that you always have
If you have any role in sales or marketing, chances are you’re always on the lookout for new opportunities to develop customers. One of the easiest ways to do so is to look for transitions, when roles change out. When someone takes a new job or leaves a job, there’s an impact on an organization.
Ellen Butler asked: “Do you post your project, hourly, or starting rates on your website?” The answer depends on what pricing model you’re using. If what you’re selling is a commodity, then pricing can be public. Most people who are in service-based businesses are selling hours of their time, which they treat as a commodity,
