Promotional Products: The Trojan Horse of Sales Prospecting

Do you remember the story of The Trojan Horse? In the story, the Greeks constructed a huge wooden horse and hid a select force of men inside. The Greeks pretended to sail away and the Trojans pulled the horse into their city as a victory trophy. That … [Read more...]

Why Are B2B Marketers Struggling to Engage Targeted Prospects?

This morning I read an interesting research study indicating that 57% of B2B Marketers felt "Getting targeted prospects to engage" was their #1 challenge in generating new leads. Following closely on the heels was "Finding leads that convert" at 55%. … [Read more...]

What’s The Value of a Facebook Like?

The Facebook Like, is often dismissed as little more than a Facebook Marketing vanity metric by many in the social media marketing world. I get it, it's so easy to Like something. It doesn't take a lot of effort, so how valuable is a Facebook Like … [Read more...]

8 Lessons for Entrepreneurs

Happy Anniversary to me. Yep, eight years ago this week (May 1, 2010) I re-entered the world of entrepreneurship by starting Converse Digital with a mere two weeks notice, no money in the bank, no investors, no credit line, a wife, four kids, a big … [Read more...]

Where Experts Say You Should Invest Your Limited Social Selling Time

Social Selling, like most things in life, is a marathon, not a sprint and you should act accordingly. Social Selling Techniques are about making an investment today that will generate sales in the next month, quarter or year. But for companies or … [Read more...]

Are You Exploiting These 4 Easy Social Selling Techniques

I don’t have time to play on Twitter, LinkedIn, or Facebook—I have sales calls to make. Ever heard that one before? It’s been the most common thing social selling trainers and social selling agencies have heard from salespeople for as long as social … [Read more...]

How To Track Dark Social Sales Prospecting Opportunities

How do you track social selling and content marketing success in a world where 65% of all content sharing is invisible to your data analytics software? What does sales prospecting success look like? What social selling KPIs do you track and report? … [Read more...]

Why Your Email Marketing Newsletter Can’t Suck

As I sit in a hotel at the foot of the University of Texas campus for a day and a half of reliving my youth while simultaneously brainwashing my child, 413 email marketing newsletters await my attention this morning. Deleted them all. Today's … [Read more...]

Content Marketing Strategy: The Importance of Ecosystem Thinking

Let me show you an example of how this might work, using Chapter 14, of my book, The Invisible Sale, “Creating Text-Based Content.” Chapter 14 easily deconstructs into multiple individual blog posts. One blog post idea is to repurpose the "Talking vs … [Read more...]

Why Conversations Are Essential in Successful Influencer Marketing Campaigns

Most influencer campaigns today are really thinly veiled awareness ad campaigns. Companies are simply renting access to an influencer's audience on the misguided belief that this access will generate sales by association. But this is a short-sighted … [Read more...]