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After 15 years of B2B experience, I encountered the IM style of marketing. Overflowing with hype. Deafeningly loud. Uncompromisingly relentless. So I learned that style, and made a lot of sales without needing affiliates. But after a few years of that, I wanted to return to the B2B world...

Are you charging less than you know you are worth? Are you confused about how to change that result? If you find yourself dropping prices, giving away freebies, handing out samples...then watch this: Note there are "three sales" you need to make. And it's all about your mental...

Are prospects confused about what you do? Is your response to their questions...telling them your title? In this video, I explain how many consultants create confusion in their prospective clients' minds by referring to themselves by their title only...and what you can do differently: If...

"Book Demos, Book Demos, Book Demos!" In the SaaS (Software as a Service) marketplace, this is the general sales advice you'll be given. Talk to enough people, and you'll make sales. At least, that's the theory. In practice, demos are a poor use of the salesperson's time. Add to this the fact...

Long ago and far away, I was hired to help my first IT firm with their sales. They hired me because they knew something about themselves: they had the Curse of Knowledge. As far as information technology was concerned, they knew about every bell and whistle. The problem? Their target market...

"Buyers Are Liars" is a phrase you'll commonly hear in Sales. Why is that? Is it true? And what, as a salesperson, can you do to handle it? I explain in this video: The prospect is going to treat you with skepticism, and there is a trust hurdle for you to overcome. You must do this first...

In continuation of my post on How To See Bigger Opportunities In Business, let's look at some specific advice for people who are frustrated with the level of client and projects they're getting: Language...specific terminology...is in one sense nonsense (look at how doctors talk to each...

A big problem I see is people stuck, year after year, with the same low budget, low energy, low results clients. They know they want Out, but they have no idea how to go about it. In fact, the mere idea of making change terrifies them--despite the greener pastures they know are on the other...

The fastest way to uncover your target market's pain points is through information interviews. But how do you conduct an info interview? It's easier than you think. This key information is simply lying around waiting to be asked for. It just takes a little guts and focus from you--and then...

Are you a marketer, a salesperson, a business owner, a copywriter... ...and you want to "go for the jugular" in selling? Pain points are a powerful way of getting into your buyer's head--FAST. And once you're there, it's easy to move the conversation forward. Pain points are NOT features, and...

Over the years I've talked with many people who refused to get started on something important--making a prospecting call, creating a product--because they didn't have everything "just right" yet. But beginning badly is a necessary step to growth. Are you blocking yourself by your unwillingness...

Many people--usually offering some kind of marketing solution that isn't by phone--will tell you prospecting by phone puts you in a bad position. It makes you needy relative to the prospect, they say. Is this true? Is it true all the time? Let me answer in this video:

If you offer services to corporate clients, like copywriting, graphic design, or web development, you probably want to reach prospective customers. But if gatekeepers have been stopping you, then you'll want to watch this: Links to recordings of me using the Little Unsure technique in the...

Ever get one of those unsolicited private messages where someone's pushing their product or business at you? And it's not even a match? Like, there's no way you'd ever have a need for helicopter parts or custom high end feather duster gloves? That's called a Blind Pitch. These can come...

"If you were launching a new agency or digital service business, what model would you use?" I was asked. The new business owner was considering: #1 – 'Hire a design team for $X,XXX per month' retainer style model. #2 – Break up our services into packages with clear pricing (eg. Wordpress Site...

The ups and downs of a new business can be very upsetting. A new business owner asked: "I am feeling so stressed. Every time I faced with some form of set back or disappointment I just shut down and then have to try to get back up and running. Do you feel the same way? How do you deal with...

Someone was asking "Which converts better, a $37 or $47 offer?" People jumped on and gave the lame, unproven advice that the $37 price point would automatically convert better and the seller would sell more copies. My response: All of you who are saying a cheaper price converts better...

This direct mail piece arrived and immediately I HAD to open it. These things don't work on me very often, so I was quite excited. I spoke with another experienced marketer, and he recommended I make a video analysis. So here it is. What's working in: > the envelope colors > the label...

For many years I believed that making a high ticket sale was AS EASY as making a low ticket one. I'm talking $1000s instead of $100s. What I learned just a few years ago is that it is actually EASIER to make that high ticket sale instead of the low ticket one. And this is a critical mind set...

"I want to make 10 new sales for a basement development company by the end of this summer. Does anybody have ideas on how to market this business?" I was asked this question on an expert platform. Here's my answer: OK so you are selling for a contractor who renovates unfinished basements into...