Advocacy over Consideration

Much of traditional advertising focuses on the beginning stages of the sales cycle. These are the stages that a prospect learns about your company and beings to recognize that you can help them. But consider the results you could get if your current customers were to influence your prospects. This is how digital channels are changing the way prospects learn about their options. Continue reading

Small steps; Big plans

I recently presented to a sales team about digital technologies and “that social media thing.” They wanted to know what social media was and what they should be doing. They asked simple questions like, “Would it really be beneficial to have a facebook page?” or “How much time is this going to take out of my day?” I get questions like these quite a bit. They have heard about social media but they want to know what will work for them. Continue reading