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What Prince Can Teach You About Ad Agency Business Development

From Wikimedia Commons, the free media repository Prince wasn't just a great singer, he was also a great sales prospecting philosopher. Don't believe me? Let's look at two of his songs and how he contrasts the painful traditional ad agency … [Read more...]

Creating Webinars and Product Demos that Help Buyers Self-Educate and Self-Qualify

WARNING: If you are of the mindset that all prospects are leads, you’ll probably disagree with what I’m about to say.   I’m a huge fan of online product demos and webinars because they let me easily self-educate about a product or service I’m … [Read more...]

Aligning Marketing Automation Platforms and Content to Create Leads Sales Can’t Live Without

Today I had the honor of presenting at ContentTech. To a packed room of senior level marketers and a few sales people, we talked about the gulf between Marketing and Sales. Specifically, what causes it and how to fix it. For most marketing teams … [Read more...]

Three Secrets to Successfully Using Podcasting for Prospecting

What do you do when you’re in the car, or on the treadmill? Maybe you make phone calls or listen to the radio. These days, a lot of people are finding new audio entertainment in the form of podcasts. In fact, podcasting has exploded. The latest stats … [Read more...]

Social Sharing Is Overrated

Measuring the true sales impact of social media efforts his hard and sometimes downright impossible. In the early days of social media that was ok. Social media was the bright shiny object that everyone wanted and few understood. Social media gurus … [Read more...]