3 Rules of Psychology in Sales and Marketing

There were a group of my friends and colleagues that had recently gotten together to opine over what’s wrong with the agency industry. For the most part, it’s that the agencies that execute well often struggle more and charge less. The agencies that sell well charge more and struggle less. That’s a wacky thought, I know, but see it over and over. This infographic from Salesforce Canada touches on the psychology of sales and marketing

HTML Email + Alt Tags = More Bagels Sold

Tonight I received an email from Panera Bread. Like so many email programs nowadays, my email application automatically blocks images. As a result, here’s what the email looked like: Not too compelling… especially for a beautiful email that actually looked like this: I can’t imagine how many people deleted the email without reading it because… there was nothing to read if you didn’t download the images. This is a real problem with HTML emails… but

Inbound Marketing and the New Sales Funnel

While I was preparing to speak in Cincinnati this week, I wanted to provide a nice visual that spoke to how search and social media have changed the sales process. Here’s what I call the New Sales Funnel: It used to be that marketers controlled the brand and the messaging online, requiring consumers and businesses to watch demonstrations, view brochure information and ultimately speak to a salesperson. At that time, they had made no purchasing