The Right Budget for Marketing: 2017 Data Results

The Right Budget for Marketing: 2017 Data Results

April 10, 2018 - Gartner recently published its findings on what percentage of revenues companies spent on marketing in 2017.  The figure may surprise some of you. If you’re in marketing, sales or senior management, you are smart to wonder how much your company should invest in marketing—and within the marketing umbrella, I am including branding, advertising, digital marketing,…

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Quicken & Amazon Mortgage: Key Lessons in Growth & Marketing

March 15, 2018 - In February 2018, Quicken Loans announced it had become the nation’s largest retail lender, surpassing Wells Fargo.  And now it appears that Amazon, the nation’s largest online retailer, is starting up a mortgage lending division. With such monumental developments, it is probably wise to pause for a second.  As the well-known book “Who Moved My…

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7 Must-Have Attributes of a Great Public Relations Agency

February 26, 2018 - It’s surprising how many people come to me to share their regrets about a public relations agency they hired.  More often than not, they hired the agency with the goal of increasing their company’s name recognition and incoming sales leads.  Yet when they evaluated the agency, they missed easy warning signs. So here are seven…

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Rethink How to Increase Sales in 2018

December 18, 2017 - At the end of the year, it’s wise to be thinking about how to increase sales in the coming 12 months.  Whether you’re in marketing, business development or management, you’re in the business of increasing sales. The challenge is that we only know what we know.  That is, it’s difficult to recommend strategies or tactics…

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6 Psychology Tactics to Persuade Anyone

November 15, 2017 - In our everyday business and personal lives, one of the most valuable things we can do is persuade people to take the action we wish them to take.  After all, the ability to influence others, to change their minds and have them support our goals, is more than a skill—it’s an invaluable power. So how…

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5 Smart Pre-Conference Tactics

October 10, 2017 - How do you maximize ROI for your next conference? You prepare– and you prepare intelligently. Don’t merely repeat your old pre-conference routine. It’s time to consider new tactics. So here are five smart pre-conference tactics you and your team can leverage to maximize your investment. 1. Leverage Social Media A great, free way to let your contacts…

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Infographics Help Increase Sales

September 26, 2017 - Getting people to pay attention is undeniably one of marketing and sales’ biggest challenges. People’s attention spans today are simply shorter. Audiences are less patient and they want to be entertained while being educated. Just like we expect state-of-the-art animation in our movies, we also expect more from sales and marketing collateral.  The days of reading…

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3 Tips to Increase Sales at Conferences & Beyond

August 22, 2017 - There’s one undeniable advantage to conferences:  they put you in front of prospective clients.  Many of these are people you’ve known for years. If you regularly attend conferences, you probably hear this quite a lot when you bump into a colleague:  “Hi! We should talk. My company could use your help.” The interesting part is that…

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My Best Advice on Email Marketing

July 27, 2017 - I just got off the phone with the CEO of a company who told me he’s been doing email marketing for many months now and is not seeing results.  “Is there something wrong with my contact database?” he asks me. The conversation feels like “Groundhog Day” to me.  I’ve had this same discussion more times…

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5 Ways to Make Your Sales Presentation a Deal-Closer

June 26, 2017 - It’s amazing to me to see how many companies have underwhelming sales presentations.  Instead of wowing their prospects with a visually impressive deck, they have a dull presentation that is packed with text and lacks sizzle. We are all visual creatures.  A cleverly designed, well-written presentation can sway prospects on looks alone—and in sales, that’s…

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