November 10, 2023

Overcome shopping cart abandonment for your high-ticket items. Learn proven strategies to build credibility and convert leads into high-value sales.

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November 1, 2023

Unlock success in B2B gated content marketing by avoiding these 7 cardinal sins. Learn how to build trust and enhance lead quality for better ROI.

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June 27, 2023

Even before I discovered The Invisible Sale and started to build my Painless Prospecting approach to business development, I recognized the value of becoming known for knowledge. Whether it was appearing as a keynote speaker, writing articles for Advertising Age, or getting interviewed on NPR talking about the work I was doing to change the

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February 2, 2023

There is a lot of discussion in the content marketing world today about the role and challenges posed by ChatGPT content creation and other AI content creation tools. So today, I thought I’d ask the hottest new content marketing creator on the block — ChatGPT — how do you recommend human content marketers create more

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May 25, 2022

Accurate prospective client intel, in the hands of a skilled business development team virtually guarantees a successful outcome. But clients today prefer to remain invisible, talking to Google instead of your agency directly. That’s why successful agencies are leveraging the power of Content Marketing, Marketing Automation/Website Tracking Software and 2nd-Click Content to focus their business

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March 30, 2022

All B2B content falls into one of two content classes: there is 1st-Click Content (the kind you’re most familiar with) and 2nd-Click Content, the kind most B2B marketers are not yet producing but should be, to truly arm their Sales Teams for social selling success. But not all 2nd-Click content is created equally and today

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May 20, 2021

People are generally better persuaded by reasons which have come into their own mind than those from the minds of others. This book will show you how to do that.

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September 3, 2020

There is a dangerous dogma that has infiltrated digital sales and marketing thought. One that if left unchecked, will cause numerous content marketing and lead generation programs to fail. Yet, as you read posts penned by lead generation agencies and lead generation thought leaders, listen to popular podcasts or attend demand gen conference sessions, you

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August 6, 2020

Recently I’ve seen a raft of articles trumpeting the death of guest blogging as an effective content marketing strategy. It’s a shame that these authors miss the true value of guest blogging because they’re just focused on the short-term SEO ROI of guest blogging. If they understood the long-term sales and marketing value of guest

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May 7, 2020

Coronavirus has turned the world, especially the sales world, upside down. Traditional sales methods like face-to-face selling and in some cases, even phone sales, have been rendered pretty much useless. Increasingly sales reps are relying instead on email, social media outreach and video-conferencing. But while our tools today are somewhat different, our sales & marketing

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April 2, 2020

Are you a first time Zoom user? If you’re like any of my friends, chances are the answer to that question is YES. Or maybe your team has chosen Facetime Calls, or GoToMeeting or Google Hangouts or Skype or any host of other video calling platforms to meet during this time of social distancing.  It

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March 11, 2020

Recently I ran across and interesting discussion on LinkedIn about the effectiveness of cold calls — or maybe better stated — lack of effectiveness.  One comment in particular jumped out at me and really got me to thinking about a future where the cold call could again be an effective outbound sales prospecting tool.  Every

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March 5, 2020

Marketing has always had its 4P’s, and now Sales has its 5P’s – a proven relationship first approach to consistently closing more deals with less work.

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February 13, 2020

Should solopreneurs, freelancers and consultants focus on becoming famous or the most noted authority in their category in order to drive future business growth?

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February 6, 2020

The single biggest mistake sales teams make today is focusing exclusively on prospects and ignoring these social agents who will introduce you to prospective customers both offline and online.

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January 24, 2020

What are the 5 most important questions to ask on a first sales call in order to write a winning proposal?

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January 9, 2020

How a DMO can Sell Greatly by programming or influencing a first time visitor’s destination experience to maximize the value for both the visitor and the destination marketing organization.

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January 2, 2020

Are you properly prepared to develop stronger interpersonal relationships with your sales prospects to improve the effectiveness of your lead nurturing?

If not, read on…

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October 30, 2019

How does the Millennial style of communication hold up in the world of sales, which depends so much on interpersonal relationships and the soft skills that make sales happen? More on that here.

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October 24, 2019

Every year the Content Marketing Institute publishes a seminal report on the state of the Content Marketing Industry. This year, we thought we’d share it but through the lens of sales prospecting and using content to Sell Greatly. Content Marketing Still Focused on The Top of The Funnel. Few content marketers report they use it

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October 17, 2019

Today’s post is inspired by the KSHMR, Nevve song Do Bad Well. It got me to thinking about how salespeople approach sales training today. So often, instead of trying to learn how to do good, the training just reinforces how to do bad well. Stick with me here… it will all come together. Doing Bad

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October 3, 2019

Let’s face it. Every second you spend sales prospecting that doesn’t result in a sale or the creation of a long-term Social Agent relationship is basically wasted time. So today, let’s talk about the four things you can do immediately to improve your sales prospecting success rate. Never Talk To a Stranger As a salesperson,

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September 19, 2019

What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with

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August 22, 2019

Getting and maintaining a consumers’ or sales prospects’ attention. It’s the single hardest and most important step in any sales process. So how, in a digitally centric, content overload world do you actually do it?  Getting A Sales Prospect’s Attention People will take interesting calls. – David Droga Getting A Consumer’s Attention Attention spans are

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June 19, 2019

The 4 key insights for agencies from the Content Marketing Institute 2019 Agency Survey highlighting the income generating opportunity available for agencies.

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March 21, 2019

What do you do when you’re in the car, or on the treadmill? Maybe you make phone calls or listen to the radio. These days, a lot of people are finding new audio entertainment in the form of podcasts. In fact, podcasting has exploded. The latest stats report over 600,000 podcasts are available and over

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March 5, 2019

As I embark on yet another Fat Tuesday, I can’t help but flashback a decade (yes, it’s been 10 years since I first invited you to experience Mardi Gras via my Tweetstream) and marvel at the power of Social Media to build brand perception. Back then, my little experiment was novel (no one had ever

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February 27, 2019

Over the last 10 years, content marketing has emerged as a powerful driver for effective social selling and inbound sales lead generation programs. And while largely heralded as a way to drive inbound leads there is another, even more powerful reason that ad and PR agencies should develop a consistent content marketing program. Let’s talk about

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