Author Archive | Randy Shattuck

Video: Make Your Website A New Client Driver

How To Pull Prospects Along The In-Bound Journey I was talking to a leader of a professional service firm the other day who said – our website is our store-front.  I think there is great wisdom in this statement.  In today’s digital world, people believe what they read, see and hear.  Much of that reading, […]

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Video: Your Best New Client Is Looking For You

Are You Giving Them A Reason To Find You In The Digital Ecosystem? Many leaders of small to medium-sized professional service firms believe there are hundreds, thousands or maybe even hundreds of thousands of great new prospective clients out there.  But these service firm leaders often struggle to find the prospects and pull them into […]

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Video: Give Away Your Best Ideas

Lessons Learned From Benjamin Franklin  Benjamin Franklin gave away some of his best inventions and ideas. He published them in his newsletters for free. They were distributed to most of New England. While other people were attempting to commercialize and control intellectual property through patents, Franklin openly shared his ideas with everyone. We all know […]

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Video: Content Marketer Or Thought Leader?

A few years ago I was consulting with an IT enterprise architecture firm. We began by conducting qualitative and quantitative research for this company. I secured an interview with the CIO from one of the big three credit reporting agencies. Sitting down with this very sharp gentleman, I asked him what he looks for in […]

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Video: Three Tech Tools You Need Now

I believe the B2B world is about people connecting with people. I often say there is only one business. There has only ever been one business. There will only ever be one business. The people business. As B2B people, we already know this. That being said, people are connecting with each other and with ideas […]

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Video: Do This To Create Velocity In Your Sales Funnel

A major goal for all of our clients is to shrink the sales funnel. They want to substantially reduce the amount of time it takes for someone to go from knowing very little about them to trusting them implicitly and awarding them with business. Our clients want their prospective clients to trust them with some […]

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Video: An Audience Of One

How To Connect Deeply With Decision-Makers As marketing people we have been duped.  We have come to believe in a lie that distorts all of our messages and causes us to miss the mark with the very people we want to connect with.  Marketing programs at major universities and well-established principles of advertising have participated […]

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Video: Do Blogs Really Work?

Blogging is a hot topic right now and the cornerstone of much so-called inbound marketing activity. But I often hear professional services people ask: Do blogs really work? This is a loaded question. In my experience, blogs do “work” if by work you mean generate new leads. On the other hand, if by “work” you […]

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Video: Why Pain Points Are Not Enough

Focus On Goals Instead To Increase Odds Of Success Lately I’ve noticed that a lot of service organizations are focusing on pain points.  This is usually evident when I visit their website.  There will sometimes be buttons in primary navigation that say something like – You’re Pain Points or Challenges We Address.  Now there’s nothing […]

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Video: Is Your Digital Strategy As Effective As Your Analog Strategy?

Most professional service and B2B firms acquire new clients the old fashioned way – through referrals from clients, partners and strategic alliances.  It’s also quite popular to use public speaking, conferences and events.  Some people join associations and then network.  Still others use cold-calling or lukewarm calling campaigns to set meetings. These are the tried […]

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