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(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 [...]
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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 to [...]
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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 respondents said [...]
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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 independent [...]
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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 AND [...]
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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, [...]
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Plenty of ingredients go into a successful business.
In the early stages, one of the most important is having the energy [...]
One of the groups I’m most often asked about marketing to is the affluent.
Regardless of what you might have been [...]
This blog is and always has been about whatever is going on in my brain and my business — which [...]
