Blog – Page 9 –

How To Automate Listening

It’s no surprise that face-to-face and phone sales trump other channels of communication (i.e. – web, direct mail, social media, etc). One of the obvious reasons is the unique ability to “listen” to how the prospect is responding to your proposition. Specifically, face-to-face takes it a step further and allows you to observe the nonverbal […]

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How to Choreograph Your Marketing

In dance, a choreographer’s job is to plan and arrange the dance steps, movements, and patterns so that everyone is in sync. The opposite of choreography would be freestyling. Most businesses approach their marketing and sales process in a “freestyle” manner. They pay for ads (without tracking), get “professional” websites designed without emphasis on sales/lead generation/conversion/metrics… […]

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What A Bag Of Chips Taught Me About Features & Benefits

When it comes to selling products and services, many marketers make the mistake of harping on features and not conveying the advantages and benefits of their offering. And if you think about it, it makes total sense why so many get caught up in features. We’ve been trained to believe “more” is better. This belief may […]

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How Amazon Uses “Recency” to Skyrocket Repeat Purchases

If you’ve seen me speak at any of the last 4 Infusionsoft events, you’ve probably heard me talk about RFM analysis. RFM stands for recency, frequency, and monetary. Recency asks the question: “How recently did customer purchase?” Frequency asks, “How often does customer purchase?” Monetary asks, “How much has customer spent?” I won’t discuss RFM analysis in […]

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The Power Of Sequentialism

In making sure “sequentialism” was indeed a word, I discovered in my research that it’s actually a philosophy that has implications in everything from politics to church planning. While I’m no expert in the philosophical aspect, I would like to shed some light on how sequentialism in your business practices can save you time and […]

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