What makes someone stop and read your LinkedIn profile instead of moving on to the next?

Spoiler: it’s not a flashy job title or a laundry list of skills. It’s the story you tell, the way each section builds intrigue and credibility, compelling visitors to dig deeper.

In my first post, we laid the...

Inbound vs. outbound – is this the right question?

I’ve given workshops and trainings to more than 1,000 business owners and sellers in the last several years. One misconception I often hear is the idea that you must choose between inbound and outbound sales strategies. Or that if you’re doing one,...

The mythical sales "easy button" doesn't exist. Sorry!

Every week, I talk to business owners looking for an effortless way to attract qualified leads and close sales. If you listen to the "growth hackers" and "gurus" on LinkedIn, it's easy to be fooled into believing that building an audience shoul...

It's a new year, and hopefully, it will be a better one, with business picking up for firms that saw setbacks in 2020. 

As we all work on setting our sales goals for the year, we need to evaluate what strategies are most likely to generate the leads we'll need. Unfortunately, for a lot of small and...

A niche strategy can have a dramatic impact on the growth of your ERP/CRM practice.

Every week, I talk with ERP/CRM partners about the need to focus on a niche.

Any small business will benefit from targeting niches, and this is especially true for partners. But most of partners worry that...

Creating targeted content for a specific audience makes a huge difference in marketing results.

Last week, an Acumatica partner asked me why they’re not attracting Acumatica leads. They hired a marketing agency to write weekly blog posts and promote them via social media. But the traffic to t...

ERP VARs – marketing needs to be an ongoing investment. Build your brand, create content and your unique voice to ERP content. Set up your campaigns, and be patient. It takes time to build momentum.

This is the last article in our series about how to leapfrog your competition. My first article...

In my last article, I talked about the importance of a niche focus. This is crucial to your success. You select your target niche based on your own business experience.

Deploying a new ERP platform creates a huge risk for a company. Rollout failures are common, and they’re often at least parti...

My last article for ERP VARs about leapfrogging your competition showed you how to figure out your unique value proposition. It is based on your unique business strategy, your ideal customer profile, your revenue strategy and the skills of your team. Now let’s talk about how to maximize your value a...

ERP VARs - if you develop a solid go-to-market strategy, you can leapfrog your competition and speed up the growth and profitability of your business.

As an ERP reseller, you have hundreds of competitors all selling similar products. The competition is fierce. With so many VARs (value added re...

If you represent a financial technology firm and are looking for help with content marketing, then you already understand the very real need to deliver a steady stream of helpful, engaging content to your readers. But if you’re like most FinTech firms, your marketing team doesn’t have the time or at...