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A sales guy, a marketing girl and an advocate walk into a bar

"what'll you have?" asks the handsome bartender. "I want leads. Good leads! Not these crappy, unqualified leads she keeps giving me." says the sales guy while motioning towards the marketing girl. The bartender looks the sales guy up and down…
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Getting to the must have experience

It doesn't matter if you are running a restaurant or selling SaaS, you need to determine what your customer's "must have experience" is. But, it's not always a piece of cake (mmmm cake….see how easy it is to get distracted from focusing on…

When to stop following up

When I was 22, I was selling  protective screens for computer monitors. I think our pitch was something around saving employee's eyes. I can't really remember our value proposition. A memory I do have, was leaving multiple messages for a prospect…
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What the world needs is a dead mouse

What is the greatest pain your prospect or customer suffers? Is your product or service clearly dealing with this pain and is that clear in your marketing? What the world needs is a dead mouse, not a better mousetrap. A great value proposition…
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who cares?

Who cares that my gas company has two million customers?                   Next time you create new copy for a marketing message ask yourself, "who cares?" Next time you write an email…
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how to build trust.

  It's not that I am afraid he is going to steal my wallet. But I do not trust him. It's not that I am afraid he is going to talk about me with malice behind my back. But I do not trust him. In fact, it's that I do not have…
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Who wins when I win?

When I sold Aware, my promotional product company, I was just months, if not weeks away from bankruptcy. Sales had evaporated and no matter how much we cut costs we just couldn't keep our head above water. The bank was breathing down my neck…

Start with the truth

A few weeks ago, I was hanging out in my backyard with my friend James Perly and our two daughters. We were all kicking around a soccer ball, it was the perfect spring day. My daughter is 2, James' daughter is 7. I love watching kids figure…
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when you shouldn't be good

So, a quick story.... I am at an amazing Mexican restaurant (Playa Cabana) in Toronto with my friend, Ben Baldwin and during a rant he says to me, "often, it's more important to be right than good." I'm like huh...it's more important to be…
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Are you hoping your customers will do something they are not motivated to do?

Last month I sat at my desk believing...praying...lighting a candle  in the hopes my customers would buy my product. After all, it is totally AWESOME. It does all kinds of fancy things and solves every problem in the world. Heck, it's FREE.…