July 21, 2016

Travel planning is entirely different today than say even 10 years ago. Today’s travelers are invisible prospects to you and your marketing team, often until after they’ve made their vacation destination selection. Combine that with a consumer whose needs are more complex, stresses more numerous and media choices that have literally exploded over the last

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June 30, 2016

What Is A Social Sales Force? Simply put, a social sales force is comprised of motivated, unpaid ambassadors and influencers — what we at Converse Digital call Social Agents. Social Agents introduce you to prospective visitors online through Facebook posts, Instagram pics and Twitter taunts telling everyone how much fun they’re having. And they don’t

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March 31, 2016

You can’t turn around in marketing today without hearing someone or some company talking about Influencer Marketing. It seems every company wants to figure out how to leverage an influencer marketing strategy to grow their brand and sales. But from what I’ve seen, more are doing it wrong than right and new research suggests new

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January 7, 2016

What if I told you I could create a 161% change in consumer perception by simply changing the background of a headshot photo? Would you believe me? Would you believe that something so small could cause such a massive improvement in your consumer marketing programs? And not just any perception, a meaningful one — the

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May 13, 2015

It’s no secret that I think Twitter Chats are an excellent social selling opportunity. If you’re not sure about this social media tool, check out the simple video I created, Twitter Chat Explanation Video. Now take the power of Twitter Chats (TweetChats) and Webinars (with supporting hashtags) and Twitter Hashtags and add the new Nimble’s Smart Contacts App and you

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May 5, 2015

On May 1st, Converse Digital turned five — five years of helping clients turn conversations into customers. But as I sit here reflecting on what I’ve learned over the last year, two overriding lessons overshadow everything else. Such universal truths. Such simple rules. Rules that I’ve spoken of before, but yet, it took the events of

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March 4, 2015

Back in 1950, psychologists Leon Festinger, Stanley Schachter, and Kurt Back launched a study to investigate how friendships developed among students at the new Westgate Complex at MIT. They found that the strongest friendships developed between students who lived next to each other on the same floor. Where friendships developed between students who lived on

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February 11, 2015

Recently the super smart Jeff Rohrs of ExactTarget/Salesforce wrote a great post about the lack of CTA’s (Call to Action) in Super Bowl ads. You can read it here. In it, Jeff makes the argument that Super Bowl advertisers that fail to place a mobile friendly CTA in their ads are guilty of “marketing malpractice”

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January 20, 2015

You can’t sell if you can’t persuade. We all know that. But what many sales people haven’t figured out yet is that digital content is often the most persuasive tool in the salesperson’s toolbox. In my 2014 Content Marketing World talk — Using Content as Your New Sales Force — I talked about this new sales & marketing dynamic. Since

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September 23, 2014

Prefer to listen versus read helpful information on social selling and sales prospecting with social media and content marketing? Well today you’re in luck. Recently Tyler Anderson interviewed me for his Casual Friday podcast where we talked in depth about what social selling is and isn’t. Today I’m sharing that with you and for those

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August 20, 2013

I’m super excited to announce we’ve launched a special keynote speaker offer to support my new book, The Invisible Sale. My goal in writing the book was to deliver at least one great idea, tip or trick in each chapter (that’s a $1/idea by the way) to create a tool that readers would keep and

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April 23, 2013

I can’t tell you how excited I am to finally be able to tell everyone this incredible news — my first social selling book, The Invisible Sale is finally available on Amazon and B&N. A recent BtoB Magazine survey of US B2B marketers found that in 2013, 60% of respondents cited generating more leads remained their top challenge. And

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April 2, 2013

Ever have a salesperson claim they don’t have time to play on Twitter, LinkedIn, Facebook or Google+? If you answer no, then you’re either a liar or not listening closely because it’s the most common thing social media consultants have been hearing from sales organizations for as long as social media has been around. And

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March 12, 2013

The single most important thing to think about when crafting your  website or blog — is not how beautiful it is but how well it functions as a lead generation machine. Probably the single biggest mistake companies and people make when crafting a website is that they focus entirely too much on the physical beauty

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October 31, 2012

Earlier this week I had a chance to talk with a bunch of Realtors about how they might consider using Social Media and digital tools to sell more houses by leveraging social selling techniques. During the course of the talk I mentioned how social media helps them to painlessly prospect. A few seemed to take

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