8 Silent Objections That Will Kill a Software Deal -- And How to Powerfully Overcome Them in Your Copy
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The Power of the Next Step
July 2006
Good salespeople know that, to keep a sales cycle moving in the right direction,
they should end every prospect meeting or phone call with an agreed-upon next
step — preferably one that helps move the prospect closer to a sale.
Are You Overwhelming Your Prospects?
June 2006
When you receive an inquiry — either via lead generation or through your
website — how much information are you sending the potential prospect? How
long is the email delivering the requested information? And if it involves a white
paper, how long is that document?
Do You Know and Understand Your Target Audience?
March 2006
“There used to be quite a few ‘mom and pop’ bakeries in Atlanta,” Tom, a
neighbor of mine and the owner of a local bakery, recently told me.
“But then the big grocery chains popped up everywhere in the 80s and 90s.
When they started selling cakes for $10 and $15, they put many of my
competitors out of business. Not only were they pushing a cheaper product, but
they also offered customers something most of us couldn’t: the convenience of
picking up a birthday cake while you shopped for groceries.”