(Quick note before we start – I originally wrote this in a response to a question I got from a large corporate client trying to market to small business owners. My comments also apply completely to smaller consulting firms and professional practices.) Talk to a small business owner and they’ll tell you that the big ...

When I write about touchy subjects, I get angry E-mails. In July of 2004, I wrote that b2b marketers and salespeople that rely on cold calling are like functional drunks. They don’t grow fully because of it … in the back of their mind they know it is bad for them … yet they manage ...

If you sell to the tech market, you have surely crossed paths with a white paper or fifty-thousand. A new study says that 60% of B2B technology buyers would rather have that content delivered as podcasts, not white papers. What does it all mean? … part of the answer after the quote. Nearly 60% of ...

A reader asks: “Michael, how can I get past the gatekeeper when I cold call? It seems like I always get stuck with the assistant. I feel like I’m banging my head up against a wall, day-in and day-out, trying to get through to the people who can buy my [widget]?” Dear Reader, Imagine the ...

Client Education: The Missing Key to Growing Small Business Profits Note: This was originally written for a computer reseller and consulting newsletter, so you’ll see reference to technology and VARs throughout. Don’t let it stop you from reading. The information inside is valid for any and every kind of small business — retail, b2b, even ...

This is an answer to a question I was asked privately about marketing a small, one person, b2b service business. It’s a sort of follow-up to my earlier “Being Good At Cold Calling Is Like Being A Functional Drunk” post. In a nutshell, when there is only one person to bring clients in the door ...

At a gathering recently I spoke with a b2b service professional who made the bulk of his living by cold calling. By all accounts, he is successful. (Then again, I’ve found the people who talk most about the money they have usually have the least; and a car they can’t afford. So who knows…) Anyway, ...