Time Management. Good News: There’s Only a Few Things You Do Really Well
Posted by Don F Perkins in B2B Sales, Behavioral Change on May 18, 2013
Hey. I don’t like it any more than you do. Sometimes, I wish I could just excel at everything. Well, if wishes were horses, dreamers would ride. Time management is your friend. What’s My Job Anyway? I talk to business people all day long about content marketing (Eeks! almost typoed “contempt marketing” ) and [...]
The Problem With Salespeople
Posted by Don F Perkins in B2B Sales on May 11, 2013
The problem with salespeople is that they are always trying to sell you something. Not On Your Life I was reading from Robert Terson’s new book yesterday “Selling Fearlessly”. There’s a section where Bob’s talking about his son Jake; about how he wouldn’t dream of being in sales. “He would swim the ocean [...]
Prospecting? Match Relevance with Enthusiasm
Posted by Don F Perkins in B2B Sales on May 4, 2013
It appears to be the consensus of contemporary selling that one cannot generate interest on pitching product features alone. As my VP might say, “when a house is full of mice any mousetrap will do.” How, then, are we to strike a balance between selling a product or service, with a set of features, while [...]
Low Impact Marketing: LAST CHANCE!! .. Really?
Posted by Don F Perkins in Behavioral Change, Content Marketing on April 28, 2013
AKA: How to Get Your Email Quickly DELETED! THIS IS YOUR LAST CHANCE!! Really? I’ve been talking to my customers again. They all agreed with me: threat marketing does not work on us. It does not appeal to us as consumers. It only serves one purpose: It annoys the crap out of us! When [...]
Social Media as a Listening Post
Posted by Don F Perkins in Social Media on April 20, 2013
Lot’s of people are using social media as a means of self-promotion, but very few of them have taken advantage of social media as a listening post. They are missing out on a great opportunity. Here’s why: Social media marketing is all about engagement. Trust Agents Chris Brogan and Julien Smith, in their best selling [...]
Cracking the Social Media Egg with @PixelMEDIA’s Thomas Obrey
Posted by Don F Perkins in Behavioral Change, Social Media, Videos on April 13, 2013
Video: Cracking the Social Media Egg with PixelMEDIA’s Thomas Obrey Here’s a transcript of the conversation: Cracking the Social Media Egg: Don: How’s it going today TJ? TJ: It’s going great. You guys are in my office, so it must be good. Don: Yeah, it’s a neat place. Lot’s of toys in here. So TJ, [...]
Word of Mouth Marketing: An Apple A Day Keeps The Dog Awake
Posted by Don F Perkins in Content Marketing on April 6, 2013
Every day I talk to owners of small and medium size businesses about content marketing, and they usually tell me how they get a lot of their business through word of mouth marketing. So I began analyzing this highly acclaimed means of obtaining new customers. Here’s what I found out: Like anything else, it has [...]
7 Keys to Digital Marketing – Why @PixelMEDIA Should Hire Don
Posted by Don F Perkins in Content Marketing, Social Media on March 30, 2013
Case Study: Digital Marketing and the Power of Strong Community Last week I found out my dream company had an opening for my dream job. PixelMEDIA needs a digital marketing specialist! So I went to work thinking about how to get their attention. I built a website demonstrating that I have skills and qualities that [...]
Want Happier Customers? Ask More Than Questions, Hear More Than Words
Posted by Don F Perkins in B2B Sales, Unlearning on March 23, 2013
When your job is to help decision-makers make good decisions, it’s easy to get caught up in the “best practices” Are you using interest-creating statements? Are you speaking with confidence? Are you focusing on their business needs? Are you handling objections well? Are you asking open-ended questions? etc.. Hmmm… Back up the truck a minute. These [...]
The Art of Building Community – Keep The Conversation Going @MusicHall
Posted by Don F Perkins in Leadership, Social Media, Videos on March 17, 2013
Purposefully Building Community My hat is off to the Portsmouth Music Hall for their extraordinary purposefulness in building community: Portsmouth NH’s historic downtown district and the whole New Hampshire seacoast region benefit from the role that the Music Hall plays in building business for the local community. In this 4.5 minute video, Monte Bohanan, the [...]
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