The Complete "How To" for Anyone in Sales or Marketing

...and the Definitive Guide to Making Better Cold Calls!

Are You Struggling to Make Your Numbers?

Are You Tired of Playing a Game You Can't Win?

So it shouldn't be a surprise that businesses are struggling. The game is wired for failure.

Are You Worried about "Making It"?

Failure is the Norm

Given the high failure rate of most Marketing programs today, it's no wonder that:

• According to CB Insights, 70% of all PE-funded start-ups failed within 20 months of funding in 2022, losing an average of $1.3M each
• According to the NY Times, over 3,200 venture-funded businesses failed in 2023, losing over $27 billion
• And according to the US Dept of Labor, over 20% of all businesses fail in their first year, and over 50% fail by year 5 - the highest rate in 50 years

But there is a solution.

Read "Lead Generation", and learn why most Marketing programs fail, and how to fix the problem!

Do You Need to Close a Sales or Profitability Gap?

Most businesses today are unable to achieve their base revenue goals. And fewer can exceed them.

Some companies "slip the forecast". Some chalk it up to "time is the enemy". And others just admit the failure, and move on.

But a "go-to-market" strategy that's designed to generate Qualified Sales Leads (QSLs) can fill your sales funnel with real opportunities that have a high probability of closing quickly, successfully and profitably.

So you can make your numbers, and call it a legitimate win.

Read "Lead Generation" and close the gap between "where you are" and "where you want to be".

The Solution:
Read "Lead Generation:
The Missing Link between Marketing and Sales"

...and Learn How to Fill Your Sales Funnel with Qualified Leads that Convert and Close Quickly, Profitably and Reliably

Learn Proven Secrets to Success in Marketing and Sales

The Industry Has Been Lying to You.
5 Lies... and a Truth

Whether it's selling you the pipe-dream of going viral, pitching another shiny object, or promising the miracle of AI, the Marketing profession has been peddling "snake oil" since the day Section 230 freed the industry from accountability.

And business owners, investors, employees, and even consumers have been paying the price.

Fortunately, wisdom from before the Digital Age is still around, and it's surprisingly still valid. (It's in the book.)

Today there are so many lies that it's hard to keep track. But let's try...

Lie #1: You Can't Beat the Algorithms

If you've ever tried to rank high in your competitor's territory, and grow your market share, you know it can be very expensive. This is because the major Search Engines give preference to "near me" vendors.

The reality is that platforms exist principally for them to make money, not you. And they stay in business by making visitors happy and selling ads - not by making it easy for you to succeed with organic search, or grow your market share.

Read "Lead Generation" so you can learn how to get around the algorithm's limitations, and grow your own sales.

Lie #2: 57% of the Decision is Complete Before the Customer Talks to a Salesperson

Most people have heard about a study claiming that "57 percent of the decision process is completed before a prospect ever talks to a salesperson".

But did you know that they never actually did the study?

A Marketing agency made up the line to promote their inbound Marketing services. It was very successful for them. But for their customers? Not so much. Because it isn't true.

Nevertheless, businesses have spent hundreds of billions of dollars chasing the fantasy of easy ("If you build it, they will come") sales.

Read "Lead Generation" and learn the truth about what works, and how to make it work for you.

Lie #3: MQLs Aren't Really Waste

John Wanamaker once said, "Half my advertising budget is wasted. I just don't know which half."

Today, your entire advertising budget can be wasted producing so-called "Marketing Qualified Leads". But "MQL" is actually just another name for "junk".

If the biggest problem you have today is your Conversion Rate, you might want to question whether that's really rain on your pants.

Or just read "Lead Generation", and learn how to generate real, qualified sales leads, instead of more junk.

Lie #4: Marketing Can't Be Held Accountable for Sales

Perhaps the biggest lie is that Marketing can't be held accountable for Sales.

They'll tell you that they don't have the tools, or the time, or access to the prospects, that would enable them to pull leads through the Sell Cycle.

Or they'll say their job is to fill the top of the funnel; and that it's Sales's job to close.

But it's all nonsense. It's an excuse to avoid accountability, brought to you by an entire industry designed to get you to believe it.

Read "Lead Generation", and learn how to create meaningful accountability in your Marketing and Sales functions - and stop the finger-pointing, too.

Lie #5: Positioning Doesn't Matter

If you ask the Media, they'll tell you that all you need to do is advertise. If you ask a developer, they'll tell you that all you need is their tech stack. The platforms will tell you that all you need is to optimize your presence on their system. Economists will tell you that the only thing that matters is price. Marketers will tell you that all they need is budget and time. And salespeople will tell you that all you need to do is get them in the door and they can close anyone.

But it never seems to be enough. And the reason is because they're all "lies by omission."

Everyone assumes that you know how to position your product in a competitive market, and that you can execute on it properly - at scale - in your go-to-market strategy. But you probably don't, and you probably can't, and so everything falls apart.

Read "Lead Generation", and learn how to position your product effectively in a competitive market.

For the Truth about Marketing and Sales:
Read "Lead Generation"

...and Start Winning Today!

About the Book