Help! Where Does Social Media End?
You run a business. You don’t have time to keep up. Does it feel like, somedays, you’re being left behind?
What’s Your Content Strategy for B2B Sales? Huh?
Small companies in the B2B arena in all industries need a content strategy in order to attract new prospects and make new sales.
What Happened to My Referrals?
I’ve talked to so many company leaders and sales execs lately who are facing the same problem: before the recession, they acquired all of their new business through referrals. But ever since the economy weakened, the referral “pipeline” has dried up. They are frankly terrified because they have no processes in place to develop new business. This phenomenon […]
Business Stories: Did You Hear the One About . . .?
I started the day with Alltop to see what my favorite bloggers were talking about. I found a link from Guy Kawasaki to an article about story-telling–what intrigued me was the title: 7 Deadly Sins of Business Storytelling. It’s based on Jennifer Aaker and Andy Smith’s book, The Dragonfly Effect. And it was a coincidental topic, since The Whale […]
What’s a Content Strategy and Why Do I Need One?
Recently Gini Dietrich predicted “All companies will become media companies.” If you’re in the marketing/PR business or if you’re a keen social media afficionado and follower, maybe you already know this. But I’ll bet for most of us, as small biz entrepreneurs and salespeople, that’s still news. What that means–becoming a “media company”– is that […]
What does a great brand message look like?
The “brand promise audit” is a key feature of the scouting process, designed to position your company to land big sales. It’s a mandatory feature of your business development strategy! The brand promise audit focuses on how a small company can hone its message to market so as to be distinctive. In far too many […]
Can you deliver what you sell?
For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to deliver. In the past couple of weeks, The Whale Hunters team has been on the receiving end of that potential mismatch, which compels me to write about it again. Here’s […]