Content Persuasion for a Digital First World

You can't sell if you can't persuade. We all know that. But what you probably haven't figured out yet is that digital content is the most persuasive tool in your sales & marketing toolbox and you're not using it correctly. In my 2014 … [Read more...]

Social Selling: How You Can Generate More Leads By Showing Your Expertise

How often do you make a purchase that you don’t fully understand? I know I do all the time. If my house needs a new roof, I have to hire roofers who will provide the materials and complete the installation. But I know nothing about roofing! How do … [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...]

Using Aikido Selling To Close Sales with Self-Educating Buyers

The reason your sales prospects love all the free, helpful content marketing you create is because they end up using it against you. Self-educating buyers are using Google Searches and your (and your competitors') digital content marketing efforts to … [Read more...]

How To Turn a Presentation File Into a B2B Lead Generation Tool (Part II)

Last week I showed you a nifty trick to turn any presentation into an instant B2B lead generation tool to help power your social selling efforts. But that trick only generates as may sales prospect leads as people in the audience. So today I'm going … [Read more...]