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 ...
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We just released a brand new 15-minute webinar specifically designed for advertising, PR and Digital agencies that want to learn how to combine my Painless Prospecting approach to building a consistent inbound pipeline of highly qualified, self-educated buyers that are pretty sure they want to hire you before you ever ...
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 ...
On a recent virtual selling webinar we delivered one of the attendees asked “Do you have any suggestions on how to cut through the high-volume message clutter and information overload suffered by potential prospects?” Rather than limit my answer just to that individual, I thought I would share it with ...
This week, the Wall St. Journal proclaimed “Business Travel Won’t Be Taking Off Soon Amid Coronavirus.” In the article, numerous CEO’s remarked they intend to maintain a smaller travel budget, field fewer face-to-face sales calls and in general, continue leveraging the efficiencies of virtual selling for the foreseeable future, if ...
Social Selling and digital sales tools have been steadily becoming more central to successful sales prospecting over the last 10 years. But with the recent Covid-19 outbreak, it seems B2B companies and their customers are speeding up their adoption of digital centric sales prospecting, nurturing an closings. Don't believe me? Read ...
Hard to believe it, but 10 years ago tomorrow (May 1, 2010), I opened the doors to Converse Digital with no money in savings, no lines of credit, no investors and not a single paying client. I know, brilliantly smart of me don’t you agree? 😉 But yet, here we are, ...
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 ...
Tom Martin of Converse Digital I have a lot of friends, colleagues, clients and past clients that have been severely affected by the coronavirus outbreak. Many have reached out to ask my two cents on what they should be doing now and in the future. Honestly, I didn’t have a ...
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 ...
Sell Greatly — the 5P’s featuring Tom Martin We’ve all heard about the 4P’s in Marketing — Product, Price, Place & Promotion — but have you ever studied the 5P’s of Sales? If not, read on and/or watch the quick video in this post. The 5P’s of Modern Selling Like ...
Before we can answer that, we must define the difference between these two similar but decidedly different adjectives. Personally, I believe the difference between fame and authority is really quite simple. Famous people are known but authoritative people are followed. Tweet This And let me be clear when I say ...