How to do Marketing Without a Budget
If you had no marketing budget, how would you drive brand awareness and leads? Create a ton of content? Look for speaking opportunities? How about guerrilla marketing at conferences? It’s a conundrum that I encounter with prospects and clients. They’re excited about marketing but have little or no money to actually do it. It’s like […]
The Key Better Marketing: Messaging, Messaging
“Messaging, messaging, messaging.” Question to a CEO: What’s the biggest problem with your marketing? It is an interesting and insightful response given the company is struggling with many marketing and sales challenges. • It attracts too many wrong types of prospects.• Its Website isn’t an highly-efficient conversion machine.• There isn’t enough content to educate and nuture […]
Two Easy Ways to Eliminate Demo No-Shows
No-shows at demos: what does it mean? A meeting was booked but someone bails on it. It’s disappointing and frustrating, given the effort to drive demos. Here are two easy ways on how reduce no-shows: #1: Market them as opportunities for prospects to learn about how your product could solve their problems. Present a demo […]
The Best Salesperson That I’ve Ever Met
It’s amazing when an old dog teaches you new (sales) tricks. Here’s the story: My wife and I are travelling through Guatemala and Mexico. While wandering the cobblestones of Antigua, we were charmed by Marco, an 80-year-old guide/hustler, who offered us a tour of a local coffee plantation. Marco told us the tour was $5, […]
For Homepages, First Impressions Really Matter
Sometimes, you can’t judge a book by its cover. It’s an adage that, sadly, doesn’t apply to B2B homepages. If your homepage doesn’t quickly engage, visitors bounce and likely never come back. It’s like showing up for a first date in a ripped, dirty t-shirt, cargo shorts, white socks and sandals. Homepages create first impressions. […]
How Marketing and Sales Can Avoid Silos
Many B2B SaaS companies sadly operate in silos or fiefdoms. Different departments have their own mandates, goals and priorities. They battle against each other for resources and attention as much as they battle other companies. Without collaboration, partnerships and shared mission, it’s an inefficient way to do business. But it’s a reality, especially for early-stage […]
It’s Time to Jump into the Marketing Waters
For anyone who has been to a cottage, getting into the water is an adventure. You’re excited about swimming in the lake. Then, you stand at the edge of dock looking at the water. You start to think that the water is cold and maybe swimming isn’t such a great idea. Finally, you jump in […]
How to Get B2B SaaS Prospects to Embrace Change
I’m a sucker for shiny, new online services. Even when I’m happy with what I’m using, it is tempting to try something else. For example, I participated in a conference call with someone using Sessions.us, an AI-powered platform. A friend who raved about it (and the sweet deal he purchased on AppSumo) piqued my interest. […]
Jiaqi Pan talks about AI chatbots, Landbot
In this episode of Marketing Spark, I speak with Jiaqi Pan, Co-founder and CEO of Landbot, an AI-powered platform for creating conversational chatbots. We discuss the origin story of Landbot, the company’s pivot from a B2C model, strategies for B2B SaaS entrepreneurs, and the impact of AI on customer service. The conversation also dives into […]
Is the value of brand positioning over-rated?
Is the value of brand positioning over-rated and over-hyped? Does it make as much of a difference that marketers proclaim? Josh Lowman threw cold water on brand positioning. He declared it the “Great Positioning Scam” and that almost all positioning fails. So, what’s the problem? In Josh’s opinion (and I agree), prospects need to see […]