Now Is The Time To Implement Content Atomization

An introduction to a powerful marketing strategy that few are using!

This article is the first of a brief two-part series on one of the most useful concepts to arise in the field of content marketing: content atomization. Read on to learn the basics, and keep an eye out for our second section, in which we will expand on these ideas! Cool?

I can see you right now – sitting there in your easy-chair – asking yourself this profound question: How in the hell do I use what I know to grow my business?

Wondering how I knew that? Well, after 25 years of working with sales teams, I have learned a little.

Something else we’ve all learned: the internet has revolutionized the marketing industry, and, by extension, the entire world of sales. The biggest marketing change brought about by the cyber age? The importance of content. The audio, text, images, videos, animations, social media statuses and other valuable, funny, and insightful material that your brand releases now play an enormous role in determining your success.

Continue Reading »

Can a checklist save your life?

The Dynamic of Checklist Thinking

This is the final in a series of seven articles on how to change the dynamic between you and your buyer and the need for NEW RULES in your selling process. In today’s article, we’ll look at the “Dynamic of Checklist Thinking, a super-strategy to execute the sales process.” 

Does the name Atul Gawande ring a bell? It should.

He’s become a great thinker on the power of checklists. Yes, everyone must be known for something. And that’s his fame.

You see Atul isn’t merely an author, The Checklist Manifesto, he is also a surgeon at Brigham and Women’s Hospital in Boston. “Manifesto” was written as a wake-up call to the medical community about the power of checklists to save lives in hospitals. The fact is that more than 200,000 people die in hospitals from preventable causes. (The Journal of Patient Safety, Sept, 2013)

You never thought checklists could be that important, did you? Me neither. But they are. And they can also be a life-saver for you, pun intended.

In your business – the business of acquiring clients – ‘checklist thinking’ is a super-strategy that can help you be successful. (I define “super-strategy” as any strategy that can be used across the many disciplines of your business.)

Continue Reading »

What an Economist Can Teach Us About Selling

The Dynamic of The Unseen

This is the sixth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of The Unseen.

Sounds a bit mysterious, doesn’t it? Well, it is.

In 1946, Henry Hazlitt wrote a book called “Economics in One Lesson.” (click here to learn more). I suggest you read it if you’re interested in public policy or in human behavior.

Hazlitt’s premise was that economists seldom look at the long term consequence of a government action. For example, if the government spends $1 trillion on make-work programs, it all sounds great on the surface. People go to work. Everyone’s happy. Or, are they?

Continue Reading »

The MOST Overused Term in Business Today

The Dynamic of Value

This is the fifth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of Value.

Anyone else get annoyed when a company drones on and on about their “value”? You’ve heard all the iterations of this: Value Add. Value Proposition. Value Statement. 

Usually it means something like this, “We bring value – and if we talk enough about how much value we bring, then it’s likely you’ll begin to believe it.” 

Well, that’s not good enough today.

I’ll share a new way to look at “value” so you can change the rules of the selling game. As I’ve done in each article in this series (click here to read the other articles), my sole aim is to help you change the entire dynamic of the buyer/seller process.

If you do it right, you’ll be the prize that others will seek. Wouldn’t that be nice? Well, it’s possible, if you read this series and begin to ACT.

Continue Reading »

Episode #427: Using Promotional Products in Sales

The Advanced Selling Podcast

August Wittenberg
Promotional products aren’t just cheap toys or plastic desk accessories… they can also be part of your sales strategy.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale talk to promotional products expert August Wittenberg about tools you can use to get noticed and get in the door with your prospects.

Do you know what’s relevant to your recipients and their industries?

Are you using terminology to communicate with them that you know “speaks their language?”

In this episode of The Advanced Selling Podcast, you will learn how to use promotional products to increase your close rates and calculate your ROI. And don’t miss August sharing the biggest mistakes salespeople use when trying to use promotional products… he lets you in on a few secrets.

Also mentioned in this podcast: