At the collision of Literature and Neuroscience, researchers are learning exactly why stories work better than facts at getting listeners in alignment. Allison Kopnik describes this effort in last weekend’s Wall Street Journal. This echoes a theme I… Read More
Do you send something like this after every meaningful customer/prospect conversation?
When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business? Or, do you do it the old-fashioned way and cold call and email blast… Read More
With Valentine’s Day right around the corner, it seems appropriate to take a fresh look at prospecting. After all, isn’t it sales and marketing’s constant function to ask others, “Will you be my Valentine?” The Valentine’s Day-Prospecting love… Read More
My friend and colleague, Jon Gatrell of Pragmatic Marketing interviewed me for a recent newsletter article on sales and marketing alignment. Enjoy it here.
“I’m trying to be consultative, asking all the right questions, but my prospects don’t seem interested.” “I thought we had a great conversation, then he blew off our follow up call.” “Sometimes, I feel like I’m leading an… Read More
You may have heard that here in the Atlanta area many are suffering through repairing their homes after torrential rains and flooding – the worst EVER for our area. Understanding that cleanup and waterproofing contractors are likely… Read More