Archive for Marketing

3 Ways B2B Sales Pros Can Stand Out From the Crowd

One of the first questions that comes up in a marketing discussion is “how can I differentiate myself / my company?”. Unfortunately, too many businesses try to differentiate themselves by: coming up with a cutesy tagline OR making claims that are easily copied and/or that clients don’t really care about (our staff has a 1,200 […]

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2015 Marketing Survey – What Small Business Owners Want

Earlier this month, I conducted a survey asking what topics related to marketing and sales you would like to focus on in the coming year. Thanks to all of you who participated in the survey. Since most of my readers own, work in, and/or sell to small businesses, I thought I would share the survey […]

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How Metrics Help You Get Marketing Done Faster

Metrics have always been an important part of marketing. Measuring what works, what doesn’t, and figuring out how to best spend our marketing dollars will always be important to small business marketers. Metrics can help us in many ways, but I believe one of the one of biggest, and often overlooked, benefits of using metrics […]

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Does That Prospect Deserve To Be In Your Pipeline?

How picky are you about who you let into your sales pipeline? Do you place everyone who might have in interest in what you sell into your pipeline, or do you make them qualify first? This was an interesting conversation we had in our Sandler Sales President’s Club recently – the idea of being careful […]

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How Often Should I Follow Up with Leads?

As marketing and sales folks, we are always on the look out for the latest and greatest ways to attract more leads. Lead generation is important, but the money to be made from generating leads is in the follow up. Most small business owners and sales people would be better off fixing their follow up […]

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Improve Your Marketing – Create a Better Offer

In the last post I shared some general ideas for scoring quick marketing wins in 2014. In the next series of posts  I’d like to offer some specific things you can do to your marketing more effective so you can win more customers and increase your sales in the coming year. Create a Compelling Lead […]

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Evaluating Your Social Strategy With Forrester’s POST

Did you have a clear set of objectives before you started working on your small business social strategy? Probably not. If you were an early adopter, you jumped right in. You found some things that worked and some that didn’t and adjusted accordingly. Even if you were a little more cautious getting started (or are […]

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Your Top 10 Marketing Prospect List

Do you have a Top 10 list of prospects you want to meet? Most business owners and sales people have a list of people they would like to meet. Successful sales people tend to have that list written down so they can easily share it when networking with customers, colleagues, and prospects. Small business marketers […]

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5 Ways Marketing Automation Helps Close More Sales

Marketing automation isn’t just for large corporations anymore. Many small businesses and professional service firms are adopting automation tools to help systematize their marketing efforts. In addition to helping marketers do more with less, these tools can also be a boon to the sales department (or the sales role for those of us who wear […]

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4 Social Media Metrics Small Businesses Should Track

How’s social media working for your small business? How do you track what’s working and what’s isn’t? There are lots of things you could track, but which social media metrics will give you actionable information that will help you grow your business? Here are a few ideas to help get you started. Most small business […]

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