by Angela Betasso | Jun 11, 2023 | Prime Time
The Idea: The pandemic, and now the talent wars, have shifted work attire and expectations, resulting in more relaxed workwear. Yet the concept and research around the importance of first impressions remains true—and as outside B2B sellers, we must immediately...
by Tom Ray | Mar 27, 2023 | Prime Time
How persuasive is speed when a consumer is deciding where to make a purchase? Turns out… very… Jay Baer, one of my favorite marketing gurus, conducted a study on Consumer Patience, and the results revealed this not-so-surprising statistic: “64% of customers say speed...
by John Hillary | Mar 22, 2023 | Prime Time
A confused buyer buys nothing. As leaders, we must constantly be on the lookout for confusing messages, complicated positioning and the like—this is especially true in the digital sales space, despite most of us selling many digital solutions for the last 20 years....
by John Hillary | Jan 10, 2023 | Prime Time
A significant portion of an account executive’s job is dealing with situations that are inherently uncomfortable: discussing a client’s budget, consistently calling to follow up with prospects, and dealing with the silence that often comes after asking for the order....
by John Hillary | Oct 4, 2022 | Prime Time
Here’s a tip for media sellers to remember before presenting their next marketing strategy. One of the most effective responses to a complex or difficult question is often … a question. We’ve all been guilty of losing sales because we blurt out answers to customer...
