October 28, 2021

I recently discovered some incredibly interesting social media advertising research produced by Travis Chambers and his firm. They analyzed $80,000,000 in social ad spend covering 30,000 different creative assets to try and figure out what kind of ad types are most effective on social media. And frankly, what they discovered will probably surprise you and

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September 28, 2021

The Mono-Culture is Dead, Long Live the Weirdos So what’s the deal? Why has Facebook’s advertising the last two years doubled-down on hyper-focused groups with such niche audiences as “LGBTQ Crochet/Knitting/Crafters?” This concept is largely the reason for TikTok’s overnight explosive success. TikTok’s “For You Page” (FYP) homepage feature takes the hashtag concept of cataloguing

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June 24, 2021

Do you wish you could leverage the power of social media and conversations to grow brand loyalty and purchase intent? You can.

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June 17, 2021

Should we be on [insert name of new or hot social network here] or [established social media platform]? This is easily the most common question our digital strategy clients pose to us. And interestingly of late, the question tends to focus on two of the biggest social media platforms – Facebook and Instagram – often

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January 9, 2020

How a DMO can Sell Greatly by programming or influencing a first time visitor’s destination experience to maximize the value for both the visitor and the destination marketing organization.

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October 17, 2019

Today’s post is inspired by the KSHMR, Nevve song Do Bad Well. It got me to thinking about how salespeople approach sales training today. So often, instead of trying to learn how to do good, the training just reinforces how to do bad well. Stick with me here… it will all come together. Doing Bad

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October 3, 2019

Let’s face it. Every second you spend sales prospecting that doesn’t result in a sale or the creation of a long-term Social Agent relationship is basically wasted time. So today, let’s talk about the four things you can do immediately to improve your sales prospecting success rate. Never Talk To a Stranger As a salesperson,

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September 19, 2019

What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with

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August 22, 2019

Getting and maintaining a consumers’ or sales prospects’ attention. It’s the single hardest and most important step in any sales process. So how, in a digitally centric, content overload world do you actually do it?  Getting A Sales Prospect’s Attention People will take interesting calls. – David Droga Getting A Consumer’s Attention Attention spans are

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June 6, 2019

PODCAST: Sales Prospecting Technique for people that hate sales prospecting with Tom Martin and John Jantsch.

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May 15, 2019

What if you woke up in a world without ANY sales prospects? What would you do? How would you proceed? A real life success story of a man that survived that in this post.

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March 21, 2019

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 report over 600,000 podcasts are available and over

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March 14, 2019

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 would quip, “what’s the ROI of your mother?” and folks actually took that as

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March 5, 2019

As I embark on yet another Fat Tuesday, I can’t help but flashback a decade (yes, it’s been 10 years since I first invited you to experience Mardi Gras via my Tweetstream) and marvel at the power of Social Media to build brand perception. Back then, my little experiment was novel (no one had ever

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February 27, 2019

Over the last 10 years, content marketing has emerged as a powerful driver for effective social selling and inbound sales lead generation programs. And while largely heralded as a way to drive inbound leads there is another, even more powerful reason that ad and PR agencies should develop a consistent content marketing program. Let’s talk about

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February 20, 2019

In November 2016, CNN plunked down a reported 20 millions dollars to purchase Beme, the video-sharing app started by YouTube star Casey Neistat. CNN hoped to fashion it into an independently operated daily online news program that would appeal to today’s digital centric consumer. By January 2018, Neistat was out and the effort became a glaring

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February 7, 2019

Whenever you read about Social Selling, everyone spends a lot of time talking about creating content. It makes sense, because content is at the core of a successful social selling program. But you shouldn’t be paying your salespeople to create content. Instead, teach them how to properly curate content (maybe even give them the proper

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January 16, 2019

Companies today live and die by the KPI (Key Performance Indicator) metric of their choosing. They become slaves to the data based sales & marketing approach. And there is nothing wrong with that until there is, especially with consumer engagement KPI’s. Because what at first, seems to be a positive, could actually hide a huge

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October 16, 2018

This morning I read an interesting research study indicating that 57% of B2B Marketers felt “Getting targeted prospects to engage” was their #1 challenge in generating new leads. Following closely on the heels was “Finding leads that convert” at 55%. “Finding Qualified Names,” usually considered one of the biggest challenges was a distant third at

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May 23, 2018

The Facebook Like, is often dismissed as little more than a Facebook Marketing vanity metric by many in the social media marketing world. I get it, it’s so easy to Like something. It doesn’t take a lot of effort, so how valuable is a Facebook Like really in terms of brand building, lead generation and

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April 5, 2018

I don’t have time to play on Twitter, LinkedIn, or Facebook—I have sales calls to make. Ever heard that one before? It’s been the most common thing social selling trainers and social selling agencies have heard from salespeople for as long as social media has been around. And this belief is the key reason that most sales

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March 21, 2018

How do you track social selling and content marketing success in a world where 65% of all content sharing is invisible to your data analytics software? What does sales prospecting success look like? What social selling KPIs do you track and report? Here is a simple solution. Dark Social Is Growing The chart from GetSocial

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February 28, 2018

Most influencer campaigns today are really thinly veiled awareness ad campaigns. Companies are simply renting access to an influencer’s audience on the misguided belief that this access will generate sales by association. But this is a short-sighted and increasingly unsuccessful viewpoint because fame doesn’t equal influence. So, how do you leverage conversations to create a

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January 24, 2018

Facebook’s announcement that “The new algorithm will emphasize posts from friends and family over viral videos and clickbait headlines from Pages.” doesn’t mean you need a new social media strategy. It means you’ll need to execute better against the same social media strategy you should have been deploying all along. Let me show you why.

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January 18, 2018

Companies spend millions on brand activations and Netflix’s recent CES activation was no different. The super weird booth from fake company Psychasec promoting their “sleeve” product, a spare body you can transfer your consciousness into seems to be designed to specifically create Word-of-Mouth. So did it? Let’s look at the numbers. Online Social Media Discussions Generated

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December 14, 2017

According to a 2017 Baymard Institute, an e-commerce consultancy, based in Copenhagen, report “more than 69% of online shopping carts that contain at least one item are later abandoned”. The report analyzed 37 different studies to arrive at the 69% average. Baymard has been analyzing US and EU combined online cart abandonment for seven years.

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November 28, 2017

Do you struggle with connecting your sponsorship sales leads and attendee leads lists? Leveraging people on each to help you create qualified sales prospects for the other? If so, this post is for you. A friend of mine produces large conferences and she struggles with leveraging the folks on each list, whose colleagues present sales

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August 24, 2016

According to just released data from Pew…. YES…  Millennials are far more likely than their elder brethren to be searching for God via the Internet. In fact, they’re almost 5 TIMES more likely to seek the Almighty on the web then Baby Boomers and this might be the most important marketing stat you’ll read all

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August 16, 2016

You can’t sell if you can’t persuade. We all know that. But what you probably haven’t figured out yet is that digital content is the most persuasive tool in your sales & marketing toolbox and you’re not using it correctly. In my 2014 Content Marketing World talk — Using Content as Your New Sales Force — I talked about

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July 27, 2016

How often do you make a purchase that you don’t fully understand? I know I do all the time. If my house needs a new roof, I have to hire roofers who will provide the materials and complete the installation. But I know nothing about roofing! How do I make an informed decision about who

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