Getting and maintaining a sales prospect's attention is often the single hardest yet most important step in any sales process — but especially a virtual selling process. Traditionally, salespeople have simply bought prospects’ attention with free lunches, dinners, or drinks. Or maybe an invite to a ballgame or other event helped them achieve access. But in today’s remote work-from-home world, those traditional tools are proving far less effective. Sales prospects now value their time more and have figured out that hiding behind a digital wall makes life easier. All of this means salespeople today MUST EARN a sales prospect’s attention. ...

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Competitive differentiation is crucial to delivering compelling sales pitches that close quickly and generate higher margins. When sales prospects view you, your organization, and your product or service as something extraordinary—and not just a commodity — you can avoid price concessions as your primary tool to win more business.  Suppose you're lucky enough to have a product or service that truly is in a category of one, congrats. However, the product or service offering is not materially better than the competition for most business development and sales professionals. Instead, it offers different bells and whistles that might make it ...

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Remember when you could pull out your IPhone, get on Facebook or Instagram, and see what your friends and family have been up to? Those were the days.  Unfortunately, it seems those days are officially behind us, with Facebook releasing its plan to launch a redesign very similar to Tik Tok and Instagram already having done the same. This is tough news for many users like me and Kylie Jenner, who took to Instagram to repost the “Make Instagram Instagram again” post that many influencers have been reposting. Regardless, if I know Meta, they aren’t going to listen (even ...

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A few months ago, we published, How To Sell Your Agency’s Services Even When You Hate Selling, where I shared a 5-Step process to enable any advertising, public relations or digital agency owner or business development director to immediately sell more effectively AND actually enjoy it. Over the last few months I have had a ton of readers tell me the third step really spoke to them and completely changed the way they think about and practice selling. But they wanted me to go deeper than a couple of paragraphs and help them understand how to truly reframe their idea ...

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Let's face it. When you're a solopreneur, every minute you spend chasing a new client, customer, or sale that doesn't convert is wasted. You'll never get that minute back, you can't use it to chase down another sales prospect that will convert and you can't sell that time to any existing customers or clients. I've spent half my career as a solopreneur or extremely small business owner, first as a partner in my first ad agency, Brandmarken Communications, and now as the founder/President of my sales enablement agency, Converse Digital. And nothing, and I do mean NOTHING pumps my blood ...

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Many moons ago, a friend of mine was watching the Super Bowl and along with millions of other folks around the world saw a Samsung commercial for a ground-breaking new phone. And like we all do (well all of us with smartphones) he immediately Googled the name of this new phone. Alas, he was greeted with the virtual equivalent of crickets chirping. Nothing. Sure, he could pop over to Samsung's corporate website, media sites talking about Samsung or its products and blogs doing the same, BUT nowhere did he find what he was really looking for — more detailed information, ...

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