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 …
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 …
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 …
When recently asked, many B2B buyers of complex solutions strongly preferred a purchase experience free of sales rep interactions altogether. The nearly 1,000 Business-to-Business buyers survey revealed that 43% of surveyed respondents preferred a rep-free buying experience. When cut by generation, 29% of Baby Boomers wanted to remove sales reps entirely. A feeling shared by …
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 …
Wait a minute… Is flipping your customer the BiRD the missing link between branding and profit? Sounds crazy right?
But believe it or not, there’s a lot of money and profit in that middle finger.
...AdAge’s recently released 2021 Marketers of the Year Awards are a treasure trove of buzzy marketing trends—some worth emulating, others maybe less so. The list highlights some big brands doing bold things, and several industry fads and trends are evident throughout—Target’s innovative use of “shop-in-shops” to partner with loyalty driven brands like Ulta and Disney …
Every one of us—every person, company, organization and sales team—is surrounded by hidden forces that make it harder to convince others to adopt the new ideas or beliefs necessary to close more sales. So when your sales numbers aren’t meeting expectations, when you’re struggling to gain traction and achieve your sales goals, what do you …
Owning your own channels and content has never been more important. Last month, Meta (the social media goliath formerly known as Facebook) announced that they would be removing certain ad targeting options for “topics people may perceive as sensitive, such as options referencing causes, organizations, or public figures that relate to health, race or ethnicity, political …
Does your company suffer from this problem? The marketing team is generating tons of leads for your sales teams. They’re hitting all of their lead generation KPIs in terms of total leads, marketing qualified leads, etc. BUT – your sales team isn’t happy. They don’t feel like the leads are good and complain that …
Hello, welcome to the internet—a cold, unforgiving place where the dank memes are retweeted with glee, and the cringeworthy panderers are downvoted into submission. We’ve seen a lot of hype lately from the viral content marketing types about hopping on the hot trends and their efficacy for brands’ marketing efforts—articles like this New York Times …
You Are What You E-A-T: 3 SEO Content Marketing Tips from the Google Search Quality Rater Guidelines
It’s been a year this week since Google released their most recent version of the Search Quality Rater Guidelines, the Holy Bible of SEO content marketing standards and source of many stomach ulcers for marketing professionals. Given the guidelines’ anniversary, and the recent rollout of Google’s BERT successor MUM, it’s an excellent time to consider …
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.
...We’ve all been in that conversation where it’s hard to focus on the person who is speaking to us, because we’re overhearing a much more interesting conversation happening elsewhere. And if you think about how brands are competing for our attention online, that describes it in a nutshell. So much chatter… with everyone trying to …
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 …
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 …
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 …
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 …
The 4 key insights for agencies from the Content Marketing Institute 2019 Agency Survey highlighting the income generating opportunity available for agencies.
...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 …
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 …
In November 2016, CNN plunked down a reported 20 millions dollars to purchase Beme, the video-sharing app started by YouTube star Casey Neistat. CNN hoped to fashion it into an independently operated daily online news program that would appeal to today’s digital centric consumer. By January 2018, Neistat was out and the effort became a glaring …
Are you asking yourself, WTH is he talking about with that headline? Well today’s post is all about making a point that in my not so humble opinion needs making – success today is more about conversations than content. This post is an effort to provide a bit of context so that you can evaluate …
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? Here is a simple solution. Dark Social Is Growing The chart from GetSocial …
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 Typing” section into a blog post titled “How to Use Voice-to-Text Transcription Software …
According to just released data from Pew…. YES… Millennials are far more likely than their elder brethren to be searching for God via the Internet. In fact, they’re almost 5 TIMES more likely to seek the Almighty on the web then Baby Boomers and this might be the most important marketing stat you’ll read all …
What Is A Social Sales Force? Simply put, a social sales force is comprised of motivated, unpaid ambassadors and influencers — what we at Converse Digital call Social Agents. Social Agents introduce you to prospective visitors online through Facebook posts, Instagram pics and Twitter taunts telling everyone how much fun they’re having. And they don’t …
What if I told you I could create a 161% change in consumer perception by simply changing the background of a headshot photo? Would you believe me? Would you believe that something so small could cause such a massive improvement in your consumer marketing programs? And not just any perception, a meaningful one — the …
On May 1st, Converse Digital turned five — five years of helping clients turn conversations into customers. But as I sit here reflecting on what I’ve learned over the last year, two overriding lessons overshadow everything else. Such universal truths. Such simple rules. Rules that I’ve spoken of before, but yet, it took the events of …
