Ever played a carnival horse racing game? To get your mechanical horse to move forward toward the finish line, you have to roll a ball into little holes, hoping to. . .
A few months ago, Michael Stelzner (the guy who wrote the book on white papers) approached me about being a contributor to a new site he was founding, Social Media. . .
I’m excited to announce today that Stories That Sell: Turn Satisfied Customers into Your Most Powerful Sales and Marketing Asset has won Gold in the Advertising/Marketing/PR/Event Planning category of the. . .
If you’ve done your share of case study interviews, you’ve encountered one of the trickiest subjects: The person who answers each question with as few words as possible. He parcels. . .
The more facts you give someone, the better armed they are to make a decision – like when you ask a customer to be featured in a case study or. . .
If you sell consumer products like skincare, sunglasses or video games, a celebrity endorsement can be a powerful thing. In the B2B world, you can still tap a famous individual. . .
I have a confession. I’m bad at math. Writers and marketers out there, I know some of you are with me. We were the spelling bee champions, the honors English. . .
How do you make the most of a customer’s success story? What if you can’t name a customer? How do new FTC rules affect case studies? Get answers to these. . .
As buyers, we need help making decisions. There are just too many options. My last post revealed my own decision anxiety, multiplied when there are no customer reviews or success. . .
All week, I’ve been mulling over a few purchase decisions – comparing specs, prices and especially reading online reviews from other buyers that have gone before me. Not the impulsive. . .
Most of us – for better or worse – have had a fast-food hamburger. It usually arrives in paper, often drippy and with an already soggy bun. The burger gets the job done,. . .
In sales and marketing, it’s the ultimate question. How do you get the right information in front of a prospect at the right time? It’s especially tricky now that customers. . .
During the NFL playoffs, referees’ calls can ultimately decide a win or loss. Their job is to know the rules and make sure that players follow them. But sometimes their. . .
Today’s corporate executives don’t want a sales pitch. They want valuable content that helps them solve their business problems. White papers – a sibling to the customer case study –. . .
PowerPoint gets a really bad rap. It seems indispensible in business presentations, yet it can be so darn boring. That’s because most presenters do it the same way – a. . .
We tell stories with words. But also with pictures. In fact, depending on your industry, images can be just as important as the narrative. If you’re a graphic designer, or. . .
Ever walked through the living room when someone else is watching TV (on your way somewhere else), and just had to stop right there and watch? I’d be willing to. . .
Today’s a big day! It’s the first anniversary of the release of the book, Stories That Sell. It’s been a great year, and in honor of the occasion, I’m giving away. . .
Put yourself in these shoes: You just noticed a Tweet, or a LinkedIn or Facebook posting, that’s of interest to you. So you follow the attached link. When you arrive, you. . .
It can be really tough to get customers to go public with their stories. But the prospect of winning an award gets customers on board – fast! Your products and. . .