A Quick Lesson in Sales
Last week, we met with a sales rep who didn’t treat my wife with respect, was very pushy, didn’t build rapport, was calling, texting around the clock… When I told him we were still considering other options, he cut off all communication as if I had told him the deal was dead, it wasn’t. Completely […]
How Are You Targeting Your Audience?
What if I told you the way marketing has traditionally thought about audience targeting and personas is completely wrong? 👉 The old way – draw a boundary around a group of people based on some arbitrary factor (age, gender, location, income, marital status, etc.). Intuitively, we should all be highly suspicious of this approach. Just […]
Using AI in Marketing: A Use Case
AI is revolutionizing marketing. One of the ways I’ve tried using it is through short form video content such as the example I posted recently on LinkedIn. This is especially true for SMEs or thought leaders at your company who tend to have busy schedules. Now, you no longer need the perfect lighting and setting, […]
Use the Car Dealership Method When Designing Webpages
Are you using The Car Dealership Method when designing webpages, or The Restaurant Menu? If you’ve ever been to a car dealership, think about your experience. It’s usually something like this: 👉 You go in with an understanding of what you want 👉 You browse, touch, test 👉 Ask some questions 👉 Discuss price and […]
Why Marketing Personas Are BS
Traditional marketing personas are bs. They’re usually based on nothing. Tell me if this sounds familiar, this is Buyer Bill (Marketing Mary, Driver Dave…), he drives an SUV, has a wife, two kids, and has a dog named skip. On the weekends he likes to play cards with his friends and watch sports. How does […]
Should You Create a Category?
Creating a category is overrated in my opinion. In the 48 Immutable Laws of Marketing it says, “It’s better to be first than it is to be better.” While this may be true in some cases, history has shown that market leaders are usually never first. What is more often the case is that the […]
How to Spy On Your Competitors | Part 1
There are many ways to spy on your competitors. One thing I like to do is go to the market leaders in the category and see what kind of ads they are running. What are their creatives, their messaging, their CTAs, etc. A good place to start is on Google, Facebook, and LinkedIn On LinkedIn, […]
How to Use the ABT Method in Sales and Marketing
Unlike the ABC sales method in Glengarry Glen Ross, marketers use the ABT method – Always Be Testing. The ABT method is rooted in the belief that there is always room for improvement and that every aspect of the sales & marketing process should be subject to analysis and adjustment. The ABT method typically involves […]
How to Use Positive Channel Switching to Improve Your Results
I don’t see enough people talking about positive channel switching. We’ve all experienced negative channel switching. It’s when you’re constantly pushed and pulled in different directions throughout the day that you can never settle in and focus. One minute you’re responding to an email, then your responding to someone in Slack, then you’re pulled into […]
Lessons We Can Learn From 50 Cent’s Declining Album Sales
I went to Wikipedia and looked at 50 Cent’s album sales for all 5 of his album’s and an interesting trend jumped out at me. Get Rich or Die Tryin’ – 14 million The Massacre – 11 million Curtis – 3 million Before I Self Destruct – 1 million Animal Ambition – 124,000 Notice the […]