Selling Technology to the C-Suite: Making the Complex Actionable

selling technology, selling the c-suite

Image courtesy of Victor Habbick @freedigitalphotos.net

We’ve all seen sit-coms showing nerds at Star Trek or Lord of the Rings Conventions, laughing at the esoteric, inside-baseball, goofy factoids that everyone in attendance knows about and the audience doesn’t.  That super-geek behavior is what makes it funny.  They’re talking their own special language of techie pop-culture, yet it is Greek to the rest of us.  If you’re company sells technology products and services, and that is a lot of firms these days, beware your sales approach to the buyer who isn’t as up to speed on the hi-tech bells and whistles as you have become.  You might seem just as alien as the Hobbits from the TV convention, except it won’t be funny when you end up losing the sale.

This happens more often than not when well-versed sales engineers get past the high-tech user audience and need to pitch to the C-suite.  Those real decision-makers speak a language of their own, and you need to learn it if you want them to start scratching out checks. Read More…

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5 Content Marketing Tools for Small Business Victory

content marketing, content toolsContent marketing is a hot small business strategy.  Give value to get value, as in visits to your pages.  As per the B2B Content Marketing report by the Content Marketing Institute, 90 percent of online marketers use this idea, while most of the others are planning to take the plunge.  Developing quality content for marketing purposes remains a challenge for most of the marketers. Read More…

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Tapping Your Sales Network: 5 Myths That Need Busting

sales network, contact network, networking tips, networking mythsAnyone directly or indirectly involved in company sales knows that long-held truth that the bigger your personal network, the more opportunities you’ll get for your company.  The challenge comes when we lose sight of the distinctions about how to effectively tap a personal network, resulting in no additional sales and weakening the network.  So what should you watch out for?  Here are five myths about using your network for sales and how to do it the right way. Read More…

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Target Your Content to Target Your Market

targeted content, king content, social contentBeing found by your target market is perhaps the biggest advantage of social media, the fact that one can get access to a huge market of billions only adds to its power. But, the very same thing, ‘numbers’ create one of the biggest social media challenges—unless you create the right kind of content, it can easily get lost, taking all your efforts and investment with it! Read More…

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Control Your Brand Conversation or Be a Part of It

your online brand, brand hijackThe domain of brand communication has changed significantly over the years. Customers have truly emerged as the ones who wield influence more than what advertising can do for organizations. It is no longer possible for organizations to cover up the low points of a product with media blitzkreig. Even online reputation management methodologies fail if people choose to voice their opinion against a product and such content subsequently goes viral over the internet. Read More…

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Is Your Business Breaking Trust Contracts?

trust contract, business trustBe it business, family or relationship, trust is one of the basic building blocks that can either make or break your growth. When it comes to business practices, trust is an unspoken ethical practice that helps a buyer to make subliminal decisions.

So how are you doing on the unspoken Trust Contracts that you sign? Read More…

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Graphic Design For Effectiveness, Not Aesthetics: 10 Expert Lessons

empty graphics kill print marketing designsIt might possibly surprise you to find direct mail design is possibly even more crucial than the text of your ad, when it comes to getting responses.  Why?  Because unless someone actually responds to your advertisements, you don’t make a cent.  Any direct response ad or other promotional piece cannot be responded to until the people in your target market in fact read it.  Even worse, your graphic presentation might give the unintended wrong impression about your business, so take heed.  Don’t be an empty marketing suit. Read More…

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Make Your Homepage Pop: 8 Steps to Lowering Bounce Rate and Increasing Conversions

Everyone who has a business website wants to dominate the Google rankings and get to number one, at least above the fold during search returns.  Fantastic!  They buy Adwords to drive traffic fast for a few bucks (sometimes more than a few) and get the analytics humming.

Problem:  Then people come to a weak homepage and bounce off in a few seconds.  No conversions, no money, you lose.

Small Business SEO is great to talk about, but not as easy to do to generate the results you want, and that either means inbound inquiries that you can now develop (think consulting here) or buyers that deliver cash in exchange for what you’re selling.  We call those conversions. Read More…

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Get Your Cover Letter Noticed: Best Practices

This is a guest post on the Smart Growth Strategies blog for those in career transition.

As you know, there is a huge increase in the amount of unemployment these days with 2 out of 10 people looking for employment, day in and day out. If you are looking for a position, this could be a daunting task that you may not even feel confident with, but it really doesn’t have to be that way if you learn how to get noticed more than others in front of possible employers. The most common way to get your resume noticed and to get more job inquiries is to become an expert at writing a cover letter. Read More…

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Expert Positioning with Kick-Butt Content: The 6-Step System

written content, content marketingBusiness is pretty competitive these days, whether you’re a professional speaker, a lawyer or a software company.  What are you doing to get noticed by meeting planners, industry leaders and your clients?  Making tons of cold calls and broadcasting FAXes all over the world?  Buying email lists to total strangers?  Puhleeze!  The secret word is positioning.  I consult 90% of the time and only speak 10% of the time for my daily bread, so I have no time to cold call and plead with meeting planners or worse, total strangers from a call sheet.  I position myself as a subject-matter expert through articles and blog posts that I write to create business opportunities coming at me, and so can you.

Follow this 6-Step System to expert positioning with words: Read More…

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