When customers don’t buy from you, they have a reason. Price too high, doubts about your company, weak support policies, product fall short.
Of course, customers don’t always tell you the real reason they’re not ready to buy. That’s why marketing needs to know every possible customer objection in advance and develop messaging and tools that [...]

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I see companies work hard and spend money to generate qualified leads, move prospects through the sales cycle and finally reach the proposal stage. Then they deliver a convoluted proposal that’s poorly organized, packed with jargon, wandering off point, and riddled with grammar, spelling and usage errors.
A potential customer reviews the proposal and shakes their head [...]

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You work hard and invest valuable resources to earn new customers. You should also invest to keep them loyal over the long term. Repeat customers tend to be highly profitable because it costs much less to keep a customer than to get a new one. Repeat customers are your best source for new referrals. Repeat [...]

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You invest time, effort and budget to generates sales leads for your products and services. But your leads are only as good as your company’s ability to respond appropriately and track them through the sales process.
Research studies show that up to an astounding 80% of leads are ignored, lost or discarded. That translates to a [...]

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I’m always talking to my clients about the need to create more marketing content. But what exactly is content? Information, yes, but more than that: it is water for customers and prospects who thirst for knowledge, it is sustenance to fuel the marathon process known as the sales cycle.
Content consists of web pages, white papers, articles, [...]

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Dear Dave:
I head up both sales and marketing in my company. I’m trying hard to close this important deal and can probably do it if I lower the price more.  However, my budget is tight. What if I re-allocate some money from my marketing budget to make up for the few points I’ll lose by lowering [...]

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