Trust sits at the cornerstone of any successful sales relationship. But that trust can be elusive in today’s digital age, especially regarding B2B gated content marketing. So how can you ensure your gated content builds trust rather than erodes it? Simple. For starters, don't commit these seven deadly sins that ...
Don't miss the next great article
Subscribe today to get the best Painless Prospecting content delivered to your inbox.
In the high-stakes business development arena, your success hinges on evaluating, pursuing, and, when necessary, knowing when to stop pursuing a lead. While I'm not much of a gambler, the professional poker players' wisdom of "optimal quitting" offers a strategic lens through which you can view your business development efforts. ...
One of the biggest challenges facing solopreneurs and freelancers is developing their freelancer pricing strategy. Statistics from Freelancers Union and Upwork indicate that about 25% of freelancers find setting and negotiating their rates challenging. Based on my conversations over the last few years, I'd place that percentage even higher. And ...
Hot off the presses. I received an advance copy of the RSW/US 2023 Agency New Business Report. Since 2010, they've been collecting data to give agency owners a comprehensive look at trends shaping our industry. Over 3,000 agency leaders across the U.S. weighed in this year, providing unique insights into ...
"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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...