Technology Can Automate Follow-ups

Trade show follow-up used to be a nightmare for my company’s sales people until we automated the process with technology. Now we re-connect within minutes with the people we meet at our booth. We impress them with our diligence and attention. We sell more as a result. We do it all with less time and […]

Read Your Out-of-Office Replies

Every time I send a bulk email, I receive a pile of out-of-office replies. When I first began managing email campaigns 15 years ago, I would ignore those automated replies. I thought it was kind of a pain to go through those replies. “Why bother?” I thought. Wow, what a mistake! Sure, many of those emails simply […]

Work the System to Create Case Studies

I have a few business books that I re-read often to refresh my knowledge and reinforce my commitment to their concepts. “Work the System” by Sam Carpenter is one of those books. I don’t want to spend a lot of time describing the book. You can read the synopsis or grab a free copy to […]

Tips On Improving Landing Page Conversions

A good landing page can mean the difference between acquiring a new lead/customer or not. That’s why we’re always looking for good tips on how to improve landing page conversions. The marketers at Quicksprout recently shared 10 landing page tips that we think are right on. We advise that you make your marketing customer-centric. Frame […]

Note to Marketers and Salespeople: Yours is a Noble Profession

This post is an ode to marketers and salespeople, a note of encouragement to thank you for what you do and to remind you that you can make the world a better place. I was inspired to write this the other day when a salesperson apologized to me for selling. Ryan works at the AT&T […]

Why Seth Godin Loves Email Marketing

When Seth Godin speaks, I listen. That’s why I was so happy to hear Godin, the father of permission marketing, endorse email marketing in a big way during a recent interview. Referring to email, the internet marketing guru said, “I think showing up in a trusted way, regularly is priceless.” Godin said this when asked why […]

Quality Trumps Quantity in List-Building

One of my clients recently considered two options for building his email list to market his consulting services. One option was to offer an online contest for a free iPad. Contestants would submit name and email address to enter the drawing. My client would add all contestants to his email marketing list. The other option […]

New Study Confirms the Power of Content Marketing

We were glad to see a new study that underscores a marketing idea we share often: If you want to build your email list, offer free content in exchange for an address. Demand generation company Ascend2 surveyed 251 marketing, sales and business professionals, 42% of whom said content downloads are the most effective tactic they […]

The One Question You Should Include in All Feedback Surveys

Management Expert Ken Blanchard (author of The One Minute Manager) once said, “Feedback is the breakfast of champions.” That’s a great quote. The breakfast metaphor reminds us that feedback is something you should actively consume. But feedback is also something you need to digest so that it can fuel your business. When we survey our […]

Prospects Think B2B Marketing is Too Pitchy

If you sell to small businesses and you haven’t been closing the sale, you might be pitching too hard. So says a survey of 401 small businesses from The Alternative Board that asked, “When evaluating a new product or service for your business, what is your biggest criticism of the information that you receive directly […]