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  • Ten Challenges When Building an Affiliate Program

    Ten Challenges When Building an Affiliate Program

    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]

  • 8 Must-Reads on Growth

    8 Must-Reads on Growth

    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]

  • Ten webinar utilization strategies

    Ten webinar utilization strategies

    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]

  • Testimonials and References

    Testimonials and References

    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]

  • Insight: How not to sell

    Insight: How not to sell

    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]

  • Selling Products using Social Media

    Selling Products using Social Media

    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]

  • Four Steps from Social Strategy to Successful Sales

    Four Steps from Social Strategy to Successful Sales

    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]

  • Generating ROI: The other 95%

    Generating ROI: The other 95%

    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]

  • No Objections

    No Objections

    Everyone is in sales. Each of us is always selling something to somebody. You may be selling your recommendations to your colleagues. Or you might be trying to convince your family where to go on your next vacation. Or if you are pitching for a new opportunity, you are selling [More]

  • The World Revolves Around Others

    The World Revolves Around Others

    The harder you work, the greater your rewards. These words are pounded into our brains from an early age - but are they true? Unfortunately, our rewards are determined not just by how hard we work, but also by those we work with, and especially those we report to. If [More]

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