I ran into an interesting old December 2008 post on the The VAR Guy’s blog (it’s a blog a highly recommend). In it he described a success secret that Red Hat uses to sign lots of business. I thought he was right on the money on this, and furthermore I believe the concept is something that most if not all IT companies can you use especially IT solution providers. (more...)


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We all know follow-up is critical to keeping customers and making sales. But can there be a wrong way of doing it? First of all, let’s agree that the whole idea of “follow-up” is to form a relationship with a customer that communicates trust and the value that you offer to them. If all you communicate to them is how low you’ll go in price or what is the latest upgrade promotion on the new technology solution buzzword of the month then you aren’t (more...)


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I sincerely believe that the #1 crime in marketing technology is being boring. My experience is mostly with IT solution providers where being boring is a big problem. All you have to do is go to one solution provider’s site read the company description and compare it to their nearest competitor. The descriptions will nearly  be  identical with the same buzzwords and phrases. You’ll find the same with (more...)


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While doing some research for one of our clients on a pay per click campaign, I was reminded on how important it was to have an effective squeeze page (also referred to here as a landing page). A squeeze page (because it gathers info and squeezes prospects in to a funnel) is the site that you direct people to from a Google text ad, email or direct mail campaign. I see a lot of mistakes out there and they are too numerous to list here so I thought I’d give you the top three elements that you absolutely need to (more...)


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There is a copy writing concept called  “entering the conversation going on in your customer’s mind”. It is both simple and complex technique to use and understand but when you do it is extremely (more...)


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