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[LWC] Follow ups, Part 3

By Liston Witherill / February 1, 2019 / Comments Off on [LWC] Follow ups, Part 3

In response to my emails about follow ups a few days back, reader Louis C. wrote: Are there follow up emails or communication that you use and notice have a higher success rate or responses? If so, why do you think that is? Authenticity is pretty important to me. If I can figure out how…

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[LWC] Conversations need endings, too

By Liston Witherill / January 31, 2019 / Comments Off on [LWC] Conversations need endings, too

It often feels like the hardest part of getting new clients is starting new conversations. In fact, I’ve written a bit about the necessity of starting new conversations with the right people so as not to waste your time or theirs. But I’m writing you about something completely different today: endings. In marketing, most everyone…

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Ep061: Service Differentiation and Intellectual Property with Sean Flaherty of ITX

By Liston Witherill / January 31, 2019 / Comments Off on Ep061: Service Differentiation and Intellectual Property with Sean Flaherty of ITX

When we think of software products, we often consider them as tools that increase productivity and performance. While that’s not an entirely wrong assessment, Sean Flaherty of ITX shows us how his company’s service differentiation of building software products creates experiences and build relationships among users. Sean’s background in software development has led him to…

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Ep060: Can You Change a Stubborn Person’s Mind?

By Liston Witherill / January 29, 2019 / Comments Off on Ep060: Can You Change a Stubborn Person’s Mind?

Not every new client you meet will agree with the first round of ideas you propose, and you may be forced to find a way to change a stubborn person’s mind. But is it even possible? It’s a fact of human nature that we tend to think our opinions are usually right, while opposing opinions…

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Ep059: How to Apply Search Marketing to Your Business with Dan Shure

By Liston Witherill / January 24, 2019 / Comments Off on Ep059: How to Apply Search Marketing to Your Business with Dan Shure

Advertising online usually has keywords attached to the process that attract search users to your website. While your positioning on the search results page is valuable, if users aren’t finding the answers to their problem on your page, they’ll bounce. Dan Shure is an SEO Expert at Evolving SEO, and he’s sharing how B2B businesses…

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Ep058: Personality for Sales, and How to Improve Yours

By Liston Witherill / January 22, 2019 / Comments Off on Ep058: Personality for Sales, and How to Improve Yours

We all have a unique personality that differentiates us from others, and our personality for sales does the same. Just as we are “wired” for certain hobbies and interests, we also have wiring that makes us more or less predisposed to succeed at selling. Even if you’re not a “natural,” you may just have to…

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Ep057: Grow Your Business Through Referral Marketing with Dan Golden of Be Found Online

By Liston Witherill / January 17, 2019 / Comments Off on Ep057: Grow Your Business Through Referral Marketing with Dan Golden of Be Found Online

Increasing your agency’s reach and exposure can be accomplished in many different styles and methods, like SEO, social media marketing, content sharing, and more. Referral programs, though, can add a little sweetness (literally) to your outreach process. Dan Golden, President and Chief Search Artist of Be Found Online, shares how a “happy accident” set his…

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Ep056: Overcoming Objections, and the Real Meaning of “No”

By Liston Witherill / January 15, 2019 / Comments Off on Ep056: Overcoming Objections, and the Real Meaning of “No”

Overcoming objections starts at the first sound of the word “no.” How you respond to objections can actually advance your sales conversations. Oftentimes, we confuse objection for rejection, but by actively engaging in our conversations, we can better understand what clients are really trying to say. It’s a fact of prospecting that you’ll hear the…

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Ep055: B2B Content Marketing Strategy to Grow Your Agency with Benji Hyam

By Liston Witherill / January 10, 2019 / Comments Off on Ep055: B2B Content Marketing Strategy to Grow Your Agency with Benji Hyam

You’ve taken the first step. You know that content marketing is a viable way to grow your consulting business. Building trust with your customers on the front end puts you at a huge competitive advantage over companies who rely heavily on outbound sales and do not have a content marketing strategy. Draw customers to you…

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Ep054: Demonstrating Sales Leadership to Your Client

By Liston Witherill / January 8, 2019 / Comments Off on Ep054: Demonstrating Sales Leadership to Your Client

Demonstrating sales leadership is a critical skill to master. Leadership can be interpreted in many different ways, but its true meaning is defined through thoughtful action. When it comes to demonstrating leadership to your clients, it’s important to really listen to them (regardless if they’re wrong) and bring empathy, along with strategy, to the sales…

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