B2B Marketing Mindset

If you sell expertise—whether through consulting, coaching, training, or professional services—you’re not just selling knowledge. You’re selling trust, credibility, and perceived value. And nothing amplifies those faster than influence. Influence is what turns you into the go-to authority for your niche. Knowing how to create and use it is why some experts command premium fees while others struggle to stand out. It’s what makes potential clients seek you out instead of the other way around. In this episode I talk to Patrick Prothe about influence – how to create it and wield it for coaches, consultants, marketers, trainers, speakers – anyone who sells their expertise. The post Selling Expertise: How To Leverage Influence appeared first on The B2B Marketing Mindset.

If you sell expertise for a living you’ve probably struggled with if you should generalize or focus on a niche. You keep hearing people say that “The Niche is where it’s at” from a competitive standpoint. “But….But…But we have to cast a wider net – not a narrower net so we don’t miss any opportunities!” This week I have master marketer Claudia Ring to tackle this important but narrow topic. The post To Niche Or Not To Niche appeared first on The B2B Marketing Mindset.

Today we’ll be talking about the biggest mistakes made by people who sell expertise. So coaches, consultants, professional witnesses and experts hang with us for a few minutes to see if you are making mistakes that are costing you money. Featuring Louie Bernstein a top LinkedIn Voice and 40 year veteran fractional sales manager, we’ll be talking about hidden mistakes everyone (including us) make that cost us deals and leave us wondering “what went wrong”. The post The Biggest Sales Mistakes Made By Consultants, Coaches, and SMBs appeared first on The B2B Marketing Mindset.

Today we are talking about how to be in front of the right people at the right time. THE MAGIC MOMENT TIMING IS EVERYTHING OMNI-PRESENCE ALL THE TIME SALES CAN’T DO IT ALONE COST PER TOUCH The post Getting In Front Of Customers At The Right Time appeared first on The B2B Marketing Mindset.

One thing I’m hearing more than every is “marketing doesn’t work for us” – usually it’s more specific – email doesn’t work, social doesn’t work, advertising doesn’t work – nothing works for these companies. If marketing didn’t work, Apple, Coca-Cola, IBM, your competitors wouldn’t exist. If you are thinking that marketing doesn’t work for your company, today we are going to try to help you figure out why by sharing some hard truth bombs you might not want to hear. • Nothing works – now what? • You are doing it wrong • Your expectations are misguided • Your assumptions are wrong • MarCom for B2B – How it works The post Marketing Doesn’t Work appeared first on The B2B Marketing Mindset.

The marketing industry is in a state of over saturation and fragmentation. That means it’s ripe for consolidation as larger agencies buy smaller agencies. And it’s a buyers market. My guest today is Tom Shipley – he’s building a mega agency through acquisition. We’ll be talking about the state of the market and why now is the time to sell your firm – or not. For many agencies being acquired isn’t the end – it’s a new beginning. • Why now? • Brand Acquisition Criteria • What is the 2Y3X program? • What do you look for in a potential Acquisition? • What motivates buyers? The post Is Marketing In Decline? appeared first on The B2B Marketing Mindset.

The post Spending Money On Marketing But Not Getting a Return? Let’s Fix It. appeared first on The B2B Marketing Mindset.

Today we discuss a concept that is really crucial in terms of determining your marketing strategy but it seems lost to time. However, it’s no less relevant. It’s called the Market Life Cycle – although we will show you how to expand how it’s used – extending to mapping products, services, industries, your company and more. We will connect it to specific strategies depending on where you are in the cycle. Plus you can download a free workbook at the link in the comments. • What is the Lifecycle concept?• Stages of the Lifecycle• It is not just about Products or Services • Companies go through the Lifecycle too.• Marketing tactics for each Stage of the Lifecycle • Common Pitfalls and How to Avoid them The post Lost Marketing Hack appeared first on The B2B Marketing Mindset.

Being a vendor sucks that’s not something that you should aspire to. You want to be a trusted advisor but how and why? Well, worry, not because that’s what today’s episode is about why it sucks to be a vendor why it’s only slightly better to be a solution provider and how awesome it is to be a trusted advisor. Will be covering the entry intricacies of each type of relationship, and how to transform your business relationships from low value to high value. • Are you a vendor? • Are you a solution provider? • Are you a trusted advisor? • Why is it a curve? • How can you move up the curve? The post Vendor or Trusted Advisor – What Are You? appeared first on The B2B Marketing Mindset.

Back in 2003 I had to shutter a seven figure marketing firm. I could have sold it but: a) I was ignorant and thought that service businesses were hard to sell b) personal tragedy had struck and I had to focus all of my energy on my family Advisors all said “Your assets go down the elevator every night – there isn’t anything to sell.” They were wrong. We had extensive operating manuals, contracts with F100 clients, a great team and a track record of cash flow. Today we blow apart the myths of selling marketing services companies with an expert who knows how it works and tolerates dumb questions. • Current climate for Agency M&A • What creates value • How to build for a sale • Multiples for agencies • How to choose an M&A Partner The post What’s My Agency Worth? appeared first on The B2B Marketing Mindset.