Assuming that this is truly the reason (it sometimes isn't), then what are your options? Here are four ideas: The problem here may not be one of time, but one of prioritization. Work with the client to help them re-quantify the real cost of not going through with the project. [More]
Unfortunately, the answer is rarely found within instruction manuals, YouTube videos, and training, as these are often focused either on configuration, or on the "clickety-here, clickers-there" of how to use each bit of system functionality. Or, management believes the myth that the system will work only if every field must [More]
Unfortunately, launching an affiliate program is far easier said than done. And these programs rarely deliver on their promise; here are ten reasons why, and some clues on how to get them to deliver. Clients are not actually the best affiliates, despite knowing you the best. The best affiliates are [More]
Benjamin Franklin said that there were only two things certain in life: death and taxes. But at the end of every year, if you watch TV news, read magazines, or read a newspaper, you know that there is also a third certainty: the end-of-year retrospective. In the case of the Make It [More]
Many marketers use webinars as an important strategy, but given the large investment developing the content, finding (and registering) attendees, and the logistics of production, how can you maximize the return on your webinar investment? Here are ten ideas that can help: Include a clear and easy call to action near the end [More]
When you make a purchase decision, what is the one thing, more than anything else, that gives you confidence that the other party can (and will) do what they promise? Yes, statements of work, contracts, and case studies all play a role. But what about references and testimonials? References are those conversations [More]
Marketing and sales are at the core of almost every organization. Whether it is writing a proposal for a prospect, encouraging a person to join your organization, or selling an internal team on a concept, the act of gaining alignment and commitment is critical. More evidence of the importance of [More]
Forget likes, shares, retweets, and comments: how can you use Social Media to actually sell products? (Here's a post on selling services.) To do so effectively means understanding two key concepts: the funnel, and conversion. The funnel refers to the process that prospects go through before they actually put down [More]
With all of the wheel-spinning and effort spent on social media, wouldn't it be nice to actually use it to grow sales? Not improve awareness, develop the brand, help with marketing, or "continue the conversation". But actually sell. Here are four ways that social media can be use to sell [More]
How do you determine the ROI on your marketing and sales investments? The standard formula is simple: divide the return, less investment, by the investment. A marketing campaign costs $1000, and reaches out to 1000 prospects. Five per cent of these respond, generating $1000 profit, for an ROI of zero: [More]
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