2 ways to waste money on a marketing firm.

1. Pick a firm with no experience in your business Oh we know, they all say their in-depth, up-front consultative approach (that you pay for in an in-depth, up-front kind of way) gives them the learning foundation they need to sell your stuff. Would you hire a senior salesperson with little experience in your business […]

B2B: Top 3 ways to sell relationship, before you’re in a relationship.

“I feel ya man”. Love that phrase. Often we hear people in the business utter phrases like, “What we do is really a commodity. Our people are what make the difference”. “Or, it’s the relationships that set us apart not an offering or capability.” I feel ya man. But it’s kinda hard for a prospect […]

Is marketing innovating while sales is selling like it’s 1990?

In Q4, I resolved to ask the senior sales and origination leaders of our newly on-boarded clients the same two questions. What is inbound marketing? What is content marketing? The answers, God love ‘em, were awful. They didn’t really know. As I continued to present the value of and importance of these concepts, they became […]