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The C-Level Buyer – Where Content Goes To Die

By | 2017-01-23T16:33:54+00:00 January 7th, 2017|Categories: Content Marketing, Prospecting Tips, Sales Tips, Selling To The C Level Officer|Tags: , |

Does Content Marketing Sway The C-Level Buyer? Going back to the very beginning of this adventure, I launched a diatribe about Selling To The C - in that case, I was the C - the CMO. The advice was pretty simple - don't waste my time, be of value & contextualize your offering into [...]

Marketing Backwards – Or How to Flip The Funnel Even When You Don’t Have Customers

By | 2017-01-03T17:36:06+00:00 November 11th, 2016|Categories: Content Marketing, E-Commerce, Prospecting Tips|Tags: , , |

There is a growing movement - a growing theme in marketing (mostly in B2B marketing) called Flip The Funnel (it is based on a book by Joseph Jaffe - completely worth the read - or on a Seth Godin blog post - also worth the read!). Fundamentally, you focus on the qualities of your existing customer [...]

3 Rules for Successful Social Selling

By | 2017-01-03T17:37:10+00:00 November 1st, 2016|Categories: Prospecting Tips, Sales Tips, Selling To The C Level Officer|Tags: , |

First, let's get this out of the way - social selling ISN'T direct sales via social media. It isn't posting an offer and generating sales, it is storytelling, it is empathy, it is value all wrapped inside of a tweet, or forum post or whatever. Whatever it is, it isn't used car selling - that's for [...]

What To Do With LinkedIn Prospects

By | 2017-01-03T17:39:20+00:00 November 10th, 2015|Categories: Prospecting Tips, Sales Tips, Selling To The C Level Officer|Tags: , , , |

LinkedIn Prospects - You've Found Them - Now What? We've received a lot of great feedback on our post around the best ways to prospect on LinkedIn. But discovering prospects is only part of the process - what do you do with prospects once you've identified them? In our "1 Simple Prospecting Hack To Turn [...]

1 Simple Prospecting Hack To Turn LinkedIn Into Your Own Personal ATM Machine

By | 2017-04-24T13:32:09+00:00 October 16th, 2015|Categories: Prospecting Tips, Sales Tips, Selling To The C Level Officer|Tags: , |

LinkedIn is ubiquitous in business. What is the 1st thing you do when meet someone? Stalk them on LinkedIn and get a connection! For years, the goal of many sales hunters was to grab as many connections as possible. (And you still find that in a lot of profiles.) But LinkedIn isn't just a landgrab [...]