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The New Rules of Selling: Why David Meerman Scott has it right

The New Rules of Selling: Why David Meerman Scott has it right

By Marie Wiese | Content Marketing Digest Canada, Content Marketing Ideas for B2B, Digital Marketing Strategy | May 12, 2015 | Comments (0)

David Meerman Scott’s, The New Rules of Selling, is a testament to the Marketing CoPilot methodology. We have been saying for a long time that buyer behaviour has changed: buyers are in control of the sales process, not sales people. And your website is the first stop for any buyer in the buyer journey.

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The psychology of home page design

The psychology of home page design

By Marie Wiese | Content Marketing Digest Canada, Content Marketing Examples, Content Marketing Ideas for B2B, Digital Marketing Strategy, You ask. We answer. | May 12, 2015 | Comments (0)

The most common mistake that people make in home page design is leading with “what you do” or with an intellectual discussion of how your product or service works. Until you and a prospect share a common perspective about a particular problem they may be dealing with, you really don’t have license to speak with them, much less engage them on the home page of a website. In order for someone to engage with you about why they should take the time to understand your business and potentially buy something from you versus your competitor, you have less than a minute to attract them within their reality (not yours!). And to do this means engaging someone both emotionally and intellectually.

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