April 16, 2024

Learn how active listening can revolutionize your sales techniques and boost business development success.

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April 2, 2024

A Referred Client Prospect left you a message indicating that one of your clients or friends, whom we’ll call a Referral Agent, suggested they should contact you. They may or may not reveal the reasoning behind the need to chat; usually, I find they don’t. Instead, they leave a phone number and a short message

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March 26, 2024

Last week I received an email that pained me to read. The sender had just shared what she hoped had been an impactful PowerPoint presentation during a networking event we both attended and had asked me for my opinion. After trading emails, she finally sent this:I 1,000% need help, especially as we move into this

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February 6, 2024

Converse Digital’s detailed analysis of the 2024 RSW/US Agency New Business Outlook Report & our 3-Step plan to help agencies overcome the hurdles uncovered by the report.

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December 18, 2023

I’m a voracious reader. I always have been. The best Christmas gift I ever received was a Kindle Unlimited Subscription. I mean, books are the cheapest, highest ROI investment you can make in your future and career. So with that in mind… here is my Christmas gift to you this year. The 12 best business

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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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October 18, 2023

Learn how to identify the best time to stop pursuing a lead that is unlikely to convert to maximize your business development efforts.

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October 5, 2023

Unlock the psychology behind effective freelancer pricing strategies. Learn about the anchoring effect, loss aversion, and perceived value to set rates that attract loyal clients.

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September 28, 2023

Converse Digital’s detailed analysis of the 2023 RSW/US Agency New Business Report & our 3-Step plan to help agencies overcome the hurdles uncovered by the report.

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September 14, 2023

“Why don’t you write up a proposal to [deliver whatever a prospective client is about to hire you or your agency to deliver to them] with a budget and send it over to me to consider?” This one sentence creates more anxiety, angst, fear and self-doubt in the hearts and minds of freelancers, coaches and agency

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August 16, 2023

The human brain analyzes 11 million information inputs every second hence, why every moment of attention is a gift. We’ve all heard that the human attention span is now shorter than a goldfish (total BS, by the way, and here is the proof). Still, the truth is that humans today are overwhelmed with information, inputs,

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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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June 14, 2023

Embarking on negotiations is akin to stepping onto the dance floor. It requires finesse, intuition, and a deep understanding of the steps that lead to a dancing-with-the-stars quality performance. Welcome to Part II of my contract negotiation tactics and strategies series. If you missed Part I, Contract Negotiation Strategies: The Science Of Getting What You

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June 7, 2023

Contract negotiation – the very idea can send chills down the spine of even the most hardened professional. Images of high-stakes poker games and back-alley deal-making can fill the mind. But, as the renowned negotiation expert, Christopher Voss would say, a successful contract negotiation strategy is more akin to navigating a labyrinth than engaging in

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May 17, 2023

The Importance of Effective Networking Strategies You’ve probably heard it a thousand times: networking is crucial. But have you ever taken a minute to ask yourself why? Simply put, if you’re not constantly networking, you’re limiting your reach, your opportunities, and your potential growth.People who fail to “keep in touch” often find themselves feeling like they’re

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May 9, 2023

I recently listened to Barbara Winters, VP and principal analyst at Forrester, to discuss how Gen Z and Millennial B2B Buyers are reshaping the buying process and what companies should do to succeed with these buyers.And what she had to say, kind of blew me away. Honestly. Here’s why.When I wrote The Invisible Sale, I

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May 3, 2023

Today’s post is the final installment of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, or the second post, How To Leverage Content Marketing Strategies On LinkedIn To Attract Qualified Prospects, feel free to read those before continuing on to today’s post, Introvert-Friendly LinkedIn

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April 28, 2023

Today marks 13 years since I founded Converse Digital with no money, no clients, and a whopping 2-week notice. Over the last thirteen years, I’ve tried to stop each year, recap the most important lessons I learned, and share them with the world via this blog. I haven’t made it every year, but I’m batting

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April 26, 2023

Today’s post is the second part of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, feel free to read it before continuing on to today’s post, LinkedIn Content Marketing Strategies for Introverts. It’s ok, I’ll wait . As an introverted business development professional, you may

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April 20, 2023

Introverts, rejoice! Sales prospecting doesn’t have to be a daunting task, and LinkedIn, like other social media sites, offers the perfect platform to help you build meaningful connections and leverage your introverted strengths. As a fellow introvert, I’m here to share a few practical tips that have worked for me and others in the business

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April 12, 2023

The world of sales prospecting has changed dramatically over the past decade. Traditional prospect badgering approaches to business development are giving way to digital sales strategies, especially virtual selling skills-based tactics, forcing businesses to evolve to succeed in today’s fast-paced digital landscape. This guide will provide the tactics and insights necessary to master digital sales

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April 4, 2023

As a business development professional, your PowerPoint presentations should communicate more than just information. They should aid your efforts to build a trust-based relationship with your prospects. Only some salespeople have ever been taught how to design a PowerPoint pitch deck that not only delivers information but also fosters a genuine connection with their audience.

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March 16, 2023

Networking has always been essential to growing your personal and professional brand. But for introverts like me, networking, especially the sales prospecting and nurturing variety, doesn’t sound fun. Luckily, the digital landscape offers many networking opportunities for introverts that want to connect with qualified prospects by curating and sharing high-quality digital content that your prospects

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March 1, 2023

In business development pitches, the right messaging combined with an effectively designed PowerPoint deck can make all the difference in closing a deal. But with so much competition and noise in the market, it can be challenging to differentiate yourself from the competition and connect with your best prospects. However, a recent Corporate Vision report titled

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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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January 18, 2023

Almost three years after the world shifted to remote and hybrid work, Zoom, Teams, and GoToMeeting continue as vital tools for agency owners and business development executives to connect with their prospects. However, presenting over these virtual presentation platforms continues to create agency business development challenges because agency teams still lack the vital virtual selling

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December 21, 2022

I’m a voracious reader. I always have been. The best Christmas gift I ever received was a Kindle Unlimited Subscription. I mean, books are the cheapest, highest ROI investment you can make in your future and career. So with that in mind… here is my and Quinn’s Christmas gift to you this year. Our 12

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December 7, 2022

As we’ve discussed before, According to the WSJ, $250 million per day is wasted on bad, ineffectively designed PowerPoint Presentations. It still amazes us that companies continue to spend millions of dollars developing sales slicks, marketing campaigns, lead generation programs, etc., but spend little or nothing on the most utilized tool in their sales toolbox —

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November 2, 2022

My sons love to fish. I like to fish. The problem is, we don’t know how to fish — or better stated, we don’t know how to FIND where the fish are hanging out. And we’re not alone. There is an entire industry devoted to helping folks like us find and catch fish — charter

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