Recently, after delivering one of my Perfect Pitch™ webinars, an attendee asked me: “How do we build credibility DURING the discovery call?” Great question! Truthfully, I told him, if you’re waiting till the Discovery Call to create credibility, you may be too late. Before the prospect ever agreed to a meeting with you, they Googled you, and …
For a long time, the music business ran on a straightforward value equation. The studios were selling you new products every day. You couldn’t wait to buy them—albums and then eventually individual songs. You stored them in a library. You owned them forever. BUT, your access was always constrained by some box. At first the box …
Stop awkward discovery calls. Learn why yours feel like a date and get expert questions to build trust and qualify leads with genuine conversation.
...Original Research Content Marketing: How to leverage original research and knowledge to painlessly prospect for new clients.
...Discover a sales strategy that prioritizes quality over quantity. Learn how ‘The Power of One’ transforms your business development efforts.
...Paul discusses the importance of his 4-pillar approach to strategic planning, the evolution of digital marketing, and how he has successfully navigated the shifting digital landscape over the past 20 years to grow his agency.
...If creating new customers is your goal, here’s why you should choose Social Agents over influencer marketing every time.
...Learn step-by-step techniques to streamline your LinkedIn feed, improve engagement, and maximize your networking success. Say goodbye to irrelevant posts and hello to targeted, meaningful connections.
...Most people believe buyers choose sellers based on knowing, liking, and trusting someone. But that’s only part of the story. In reality, people do business with those they know, like, trust, and find credible. Credibility is the often-overlooked linchpin in sales success. Especially in today’s digital-first world, where your digital persona forms the first impression, …
Imagine if you could unlock the true potential of your salesforce by understanding their unique strengths and weaknesses, then tailoring your sales training program to fit each person perfectly. Any sales director can tell you that all salespeople are not created equal. Every team has high performers, mid-performers, and low performers, driving companies to invest …
Learn how active listening can revolutionize your sales techniques and boost business development success.
...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 …
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 …
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.
...Learn how to identify the best time to stop pursuing a lead that is unlikely to convert to maximize your business development efforts.
...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.
...“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 …
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, …
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 …
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 …
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 …
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, …
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 …
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 …
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. …
At a minimum, social media, email, and texting are the new phone. They’re both inbound and outbound marketing tools to contact and communicate with sales prospects. Are they always the best phone to use for all contacts? Certainly not, but they do allow you to call more prospects in a day than you’d likely be …
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 …
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 …
The Problem: Research shows that worldwide B2B buyers are increasingly moving towards DIY buying processes that eliminate the salesperson entirely. In a Gartner Research pre-pandemic survey of 750 B2B customer stakeholders involved in complex “solutions” purchases within their organization, customers reported spending only 17% of their total buying time interacting directly with supplier sales teams. …
With virtual selling becoming the norm vs the exception, it’s never been more important to understand how to leverage digital channels like email to nurture at scale. However, a quick Google search for “best sales nurturing email templates” quickly reveals a glaring issue in every nurturing template you’ll find — none of them are truly …
