What Is Marketing Propinquity, and How Does It Help You Win Sales?

Back in 1950, psychologists Leon Festinger, Stanley Schachter, and Kurt Back launched a study to investigate how friendships developed among students at the new Westgate Complex at MIT. They found that the strongest friendships developed between … [Read more...]

Mardi Gras New Orleans: A Digital Marketing Opportunity for Brands Everywhere

Mardi Gras has, and continues to be, one of the most well known, interesting and misunderstood free festivals in the world. An enormous content marketing and digital marketing opportunity for brands -- think brand activation, content creation, brand … [Read more...]

Digital Strategy: Why Super Bowl Ads Don’t Need To Be Engaging

Recently the super smart Jeff Rohrs of ExactTarget/Salesforce wrote a great post about the lack of CTA's (Call to Action) in Super Bowl ads. You can read it here. In it, Jeff makes the argument that Super Bowl advertisers that fail to place a mobile … [Read more...]

Social Selling: You Only Get One Chance to Make a LinkedIn Connection

We've all been taught that you only get one chance to make a first impression. Which begs the question -- why are so many people forgetting that on LinkedIn? This is the blocking and tackling of social selling my friends. But so many are doing it so … [Read more...]

Why Content is More Persuasive Than Salespeople

You can't sell if you can't persuade. We all know that. But what many sales people haven't figured out yet is that digital content is often the most persuasive tool in the salesperson's toolbox. In my 2014 Content Marketing World talk -- Using … [Read more...]

How To Design Powerful Customer Experiences

My friend Scott Stratten has a great part in his UnSelling keynote. He talks about how the sale is not the end but the beginning of the customer transaction and relationship. This holiday season I had the opportunity to really see Stratten's theory … [Read more...]

Content Curation or Filtration — Which Form of Content Marketing Are You Practicing?

Recently one of my Converse Digital clients, SlideBatch,  a content curation and publication platform, and I had an interesting conversation about the definition of content curation.  After much discussion we came to the conclusion that much of what … [Read more...]

The New Marketing Landscape: Why Hoarding Information Will Cost You Sales Leads

Everything you once knew about marketing and sales prospecting is wrong. Or at the very least, social selling is quickly rendering it obsolete. Once upon a time, companies treated information about their product as sacred. After all, … [Read more...]

How To Sell With Social Media

Prefer to listen versus read helpful information on social selling and sales prospecting with social media and content marketing? Well today you're in luck. Recently Tyler Anderson interviewed me for his Casual Friday podcast where we talked in depth … [Read more...]

Why Tourism Brands Should Avoid Hyperlapse Videos in Their Content Marketing

Instagram's new Hyperlapse IOS app is taking the tourism content marketing world by storm. Heck, it's got everyone's attention. Almost overnight (after its release) my Facebook feed switched from a never ending stream of ice bucket challenges to … [Read more...]