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Here you can find useful information related to the business to business marketing professional.

When Referrals Aren’t Enough: The Math Behind a Good Sales Pipeline

When Referrals Aren’t Enough: The Math Behind a Good Sales Pipeline

Most business owners and sales people agree on the importance of a solid pipeline, but few actually do the math on how much activity they need in order to acquire the new clients their business needs.

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How to Acquire Prospects When You Don’t Like to Prospect

How to Acquire Prospects When You Don’t Like to Prospect

If prospecting does not come naturally to you, you may want to explore these ideas in your quest for new clients.  A fear of prospecting is not so secretly a fear of rejection.

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5 Ways to Fix the Blind Spot Inside Your Business

5 Ways to Fix the Blind Spot Inside Your Business

Advisors—regardless of their location or target market—have the same blind spot, and that blind spot is lurking inside of their businesses, right under their noses.

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Master Your Sales Persona To Deliver A Memorable Sales Experience

Master Your Sales Persona To Deliver A Memorable Sales Experience

Some salespeople are “naturals.” They can walk into a room, capture the attention of everyone present, and leave a few hours later with a stack of business cards.

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Embrace Confrontation: To do better, be better

Embrace Confrontation:  To do better, be better

Avoiding confrontation is a natural human tendency, but how we handle a confrontation can become a defining moment for a relationship or prevent a small problem from evolving into a disaster.

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The Secret to Your True Potential Is Fried Chicken

Filed in Articles, Blog by on December 9, 2017 0 Comments
The Secret to Your True Potential Is Fried Chicken

I was at a conference once, and the speaker there—Don Barden (author of the Perfect Plan)—talked about the key factor that separates the top 1% of advisors from the rest.

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Rethink Your First Client Meeting and Go Digital

Filed in Articles, Blog by on December 7, 2017 0 Comments
Rethink Your First Client Meeting and Go Digital

The prevailing sales wisdom suggests that face-to-face interactions are best. The personal element of sales is best in person, so we should do our best to have our appointments that way. At least that’s what we assume.

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Don’t Make a $50 Million Mistake

Don’t Make a $50 Million Mistake

When we talk about ways advisors can grow their practices, we talk about a number of opportunities: appointment setting, strategic partnerships, seminars, techniques for improving direct mail campaigns, thought leadership and so on.

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Four Ways You May Be Missing the Human Touch

Filed in Articles, Blog, Financial Advisors by on October 25, 2017 0 Comments
Four Ways You May Be Missing the Human Touch

Explore these opportunities if you want to make a real connection with your prospects and clients.

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Opportunity Creation: 5 Ways to Grow Your Business

Filed in Articles, Blog, Financial Advisors by on October 11, 2017 0 Comments
Opportunity Creation: 5 Ways to Grow Your Business

We see a common trend in mature practices, and seven years of a relatively up market has strengthened it, especially in the Business to Business space.

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