Matt on Marketing Archives

The job of an envelope in direct mail isn’t to close the sale or generate a call. In most cases, the job of the envelope is to get you to open the envelope. The subject line of your email is … Continued

Smart companies are measuring and focused on decreasing their new customer acquisition costs. But most companies are significantly under-calculating the true cost of acquisition. How? We often measure the most obvious costs, and either forget about or ignore the “soft” … Continued

Guest post by Michael Leeds There is near universal agreement about the value of a personal introduction. You quickly build trust, focus more clearly on understanding your customer’s needs, and close deals faster. Whether you are a new rep with … Continued

Originally published on the PointClear blog The concept of getting sales & marketing to work more closely together isn’t new. It’s been an issue, if not a focus area, for as long as sales and marketing teams have been working … Continued

Originally published in the Puget Sound Business Journal It was assumed just a couple years ago that in-person events, conferences and trade shows would diminish in number, attendance and importance with the onset of social media and the deterioration of … Continued

The only thing that really matters in sales is closed business, but to get there (and to help your team more predictably exceed expectations month after month) there are always a series of leading-indicator metrics we track to ensure we’re … Continued

It often doesn’t take much to show your customers you love them. Some of the most successful, customer-centric businesses in the world – Zappos, Nordstrom, Zingerman’s Deli – focus on and execute the little things to differentiate themselves, and show … Continued

Search engine optimization (SEO), of course, is all about driving a growing volume of natural search volume to your site by creating and publishing compelling, relevant content. It’s free traffic in that you don’t have to pay for the click, … Continued

Originally published in Selling Power Magazine Want better job interview questions for your next sales manager? Below are five questions hiring managers should ask more often, including some of the answers you’ll want to hear from qualified candidates. 1. Is … Continued

More than 36 million impressions can’t be wrong! And as entertaining as the original honey badger video is, he’s not just about walking in slow motion and eating cobra.  If you watch and listen carefully, you’ll notice several business tips … Continued