I write about strategies to turn fans into customers and customers into fans. I also share ways to use real-time strategies to spread ideas, influence minds, and build business.
Marketers understand that content drives action and many organizations now create original content—websites, blogs, video channels, social feeds, podcasts, and the like—as an essential way to reach buyers. However, most B2B companies focus their content effort only to attrac...
Last week, the annual HubSpot INBOUND marketing, sales, content management, and customer service conference was finally back to an in-person format! I was struck while attending the terrific conference in Boston how the most memorable aspects were when the presenters showed ...
When organizations set out to provide a product or service, they typically make the crucial mistake of believing that they are only there to provide that product or service—as if they’re merely there to fulfill a transaction.
Successful sales and marketing no longer follow the playbooks that worked even just a few years ago. The rules have changed, yet most organizations and the sales and marketing professionals they employ haven't made the transition.
Back in the day, only people in the sales department worked with potential customers. Most big companies still do it this way. However, with the popularity of instant engagement via social networking, we’re all in sales now.
I’ve noticed that salespeople are abusing LinkedIn more and more. They connect and then immediately go into selling mode. Social selling on LinkedIn does not simply mean transferring inane interruption selling techniques onto social media!
Your salespeople should assume that they are the last place a buyer goes, not the first. They must assume that very little of their knowledge is proprietary.
In the past 18 months, virtual selling has exploded as in-person sales became difficult because of the pandemic. Tools like Zoom and Teams are great, however most salespeople aren’t using them correctly, limiting the effectiveness of their sales messages. Specifically, sales...
Marketing and Sales Strategist, entrepreneur, advisor to emerging companies, and bestselling author of 10 books including "The New Rules of Marketing & PR".
