The High Costs of Sticking with the Status Quo in Sales and Marketing

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There are some things that marketing will never fix. It doesn't matter what industry you're in, disruption is at the door. In the auto industry, not only has it entered the room but it's crashing the party. Sticking with the status quo may be a coping mechanism but it's hazardous to your business' health. Everywhere I go I see dealers, business owners and managers taking the path of least resistance to keep their businesses in tact. Playing … [Read more...]

Two Frightening Examples of Failure in Social Networking

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What we say and do speaks volumes about us. Our words and actions tell the story of what it's like to do business with us. Social channels are ideal for leveraging our network to "promote" good intentions and tell the story of our personal brand. But here's the thing about social media: everything you say and do creates a perception in your customers' minds. If you don't want to be a failure in social networking, shouldn't your image be a … [Read more...]

What Sort of Content Should I Be Pushing on Social Media?

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One of my favorite things to do is listen. It feels natural because I'm an introvert and it's provided me wonderful insight with those I interact with daily, including prospects and clients. With respect to Social Media and other digital marketing, active listening can be the best tool you have in your arsenal. I was privy to a conversation the other day during a training I was conducting. It was at the beginning of the workshop and the … [Read more...]

Your Blog, Social Media and SEO: Mash Up…For The Win

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Buckle up, friends. SEO is changing again and in order to stay relevant in search, some things may have to change at your company. Content marketing has been a buzzword for a few years now and many people have ignored its impact. Sure there are those of us who adopted early but now there's no time to waste. Your blog, social media and SEO now all mash up together and your business needs to master them all if you want to win the internet! To … [Read more...]

Is Your Content Worth Sharing? Storytelling Techniques in Social Media

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A good story gains its own life on social media. A great story gets shared...a lot. Is your content on social media worth sharing? Storytelling remains one of the key factors in attracting leads and closing sales. No matter where your "content" is published (on social media and online, TV, radio or even a billboard), masterful storytelling techniques play a significant role in the outcome of your campaigns. I've been following this little … [Read more...]

Is Customer Experience the New Marketing?

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I am a humble student of customer experience and it's been a week of fascinating debacles. I believe there's a direct connection between customer experience and a company's revenue, having lived it during my years managing car dealerships in Southern California. We served some of the most demanding customers on the planet and now that people are connected through social media, customer experience might just be the new marketing. Disruption is … [Read more...]

Social Media and Sales: Follow This Map, Bust the Myth

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There are those who believe that Social Media and sales should never be in the same sentence. In fact, many of you are probably scratching your head right now hearing it come from me. But aren't we all in business to turn a profit? The last time I checked, you can't do that without sales. So, let's talk about the best way you can be an engaging social business while also putting numbers on the board. Now, there are a lot of "social media … [Read more...]

10 Indispensable Steps to Writing a Great Blog Post

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Blogging for business is an integral part of your overall marketing strategy whether you're marketing your business or integrating Social Selling into your sales process. Blogging has been around since the late '90s but many businesses and salespeople are still very new to it. The steps to writing a great blog post aren't always easy to figure out and that can make you unsure of where to start or what to say. The benefits of blogging are … [Read more...]

How to Use Content Marketing in the 7 Touchpoints of Buyer Experience

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One of the most powerful attributes of Social Media is that sellers can engage buyers during all phases of the purchase process. That may seem easier said than done...but it doesn't have to be. Great content is your path to victory. Expert content marketing "touches" the buyer no matter where they are in the buying cycle and turns fans into customers. Content marketing is getting the right message to the right customer at the right time. One … [Read more...]

3 Biggest Obstacles Keeping You From Success in Social Selling

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Social Selling is the art of using technology to attract and engage prospects, grow referrals and retain customers. Success in Social Selling does not come easy. It's a process that not every business is ready for. Its processes need to come from the top through superior leadership and training. Only then can Social Selling become part of your business' daily operations. I just returned from the Digital Dealer conference where I spoke about … [Read more...]