Focusing on the Pain: Effective Sales Tools to Win the Business
Recently after creating a new sales tool, a client of mine shared with me, “I just took my prospect through my “Pain Cycle” diagram that you recommended and she said …
The Hardest Part of Marketing Strategy: Defining Your Unique Value
Understanding the difference between sales, business development, and marketing is crucial for effective growth. Learn how to streamline your processes by asking the right questions.
The “I Need a New Website” Red Herring
I hear this often from clients and prospects. What they’re really saying is, “I need to do something about my marketing, so I guess I should update my website.” …
Why is The Why So Difficult? The Key to Positioning Effectively
When was the last time you were looking for someone to help you with a problem? Maybe you needed a bookkeeper or an attorney. Or you were thinking your website …
How Would Your Prospects Rank Your Messaging?
Have you ever taken the time to step back and consider your own marketing messaging? Do you tend to talk all about your process, or maybe your credentials? Or do …
Messaging—it’s a Pain (in the) but…
Of all the difficult (and yes, painful) things we do to market our companies, creating effective messaging is at the top of the list. Yes, it’s hard to think about …
It’s Not About You: Creating Messaging that Engages
How many times have you read or heard marketing messages from a company that, once you think about it, actually says nothing? Maybe it was filled with “marketing speak” or …