Tom Martin
Business 2 Community
New Orleans, LA, United States
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Past articles by Converse:
The Psychology of Selling and Persuading
Every one of us—every person, company, organization and sales team—is surrounded by hidden forces that make it harder to convince others to adopt the new → Read More
You Are What You E-A-T: 3 SEO Content Marketing Tips from the Google Search Quality Rater Guidelines
It’s been a year this week since Google released their most recent version of the Search Quality Rater Guidelines, the Holy Bible of SEO content marketing → Read More
Here’s Why You Should Be Creating Social Media Infomercials Instead of Ads
I recently discovered some incredibly interesting social media advertising research produced by Travis Chambers and his firm. They analyzed $80,000,000 in → Read More
Choosing the Right Influencer for Your Brand
We’ve written before at Converse Digital about choosing the right influencer and the difference between “influence marketing” and “influenceR marketing.” → Read More
The Strongest Question in Your Marketing Strategy Isn’t “How?” It’s “Why?
A recent article in the Economist discussing McKinsey & Co.’s PR struggle with their role in the unfurling of the opioid crisis suggests that a key → Read More
Are You Falling Victim to Data Blind Spots?
Steve Jobs once said, “People don’t know what they want until you show it to them… Our task is to read things that are not yet on the page.” God I love → Read More
The Dirty Little Secret Your Data Isn’t Telling You
Steve Jobs once said, “People don’t know what they want until you show it to them… Our task is to read things that are not yet on the page.” God I love → Read More
Fostering High-Touch Digital Transactions With Video
Digital transformation has been on the radar years before 2020 for large enterprises. However, the past year created a need for enterprises to put their → Read More
Are You Executing Influence or Influencer Marketing Programs?
The answer might just surprise you. Why? Because so many influencer agencies and a fair number of brand side marketers don’t believe there is a difference → Read More
How You Can Leverage Social Media to Turn Campfire Conversations Into Loyal Customers
Did you know that a recent Sprout Social research study found when consumers feel connected to brands, more than half of them (57%) said they’d increase → Read More
Should My Company Focus on Facebook or Instagram to Reach Gen Z?
Should we be on or ? This is easily the most common question our digital strategy clients pose to us. And interestingly of late, the question tends to → Read More
Guided CX: The New Online Digital Norm
In 2018, PwC research found that 82% of U.S consumers felt the need for more human interaction in their digital experiences. Let’s think about that for a → Read More
Why is Your Guest Post Blogging Strategy Failing?
Recently I’ve seen a raft of articles trumpeting the death of guest blogging as an effective content marketing strategy. It’s a shame that these authors → Read More
How to Write Sales Prospecting Emails That Convert
On a recent virtual selling webinar we delivered one of the attendees asked “Do you have any suggestions on how to cut through the high-volume message → Read More
11 Tips For Hosting Better Zoom Sales Calls & Meetings
Are you a first-time Zoom user? If you’re like any of my friends, chances are the answer to that question is YES. Or maybe your team has chosen Facetime Calls, or GoToMeeting or Google Hangouts or Skype or any host of other video calling platforms to meet during this time of social distancing. It doesn’t matter… what does matter is you’ve been thrown into a communication platform/channel that… → Read More
What’s More Important: Fame or Authority?
Before we can answer that, we must define the difference between these two similar but decidedly different adjectives. Personally, I believe the difference between fame and authority is really quite simple. > Famous people are known but authoritative people are followed. And let me be clear when I say the word followed. I don’t mean following in the social media sense. I mean following in the… → Read More
Social Agents: Your Unpaid Sales Prospecting Team
There are two kinds of people in digital networking: social agents and prospects. You’ve probably already figured out what prospects are, but maybe you’re wondering what agents—especially social agents—have to do with growing your business. Social agents are people that amplify your message by sharing your content online. They introduce you to prospective customers—both offline and online.… → Read More
The Power of Patience in Profitable Sales Prospecting
Our Sell Greatly approach is based on the 5 P’s — Proximity, Preparation, Presence, Patience and finally Preference. After a recent Sell Greatly Keynote, a sales manager quibbled with the third P – Patience. “I’m not sure I agree with the patience part. I’m pushing my guys all the time to close, close, close. Don’t leave without the order.” he said. It’s not the first time I’ve heard this… → Read More
How to Script the Perfect First Sales Call
What if every first sales call lead to a proposal that was bought? How much better would your life be as a salesperson? Now, obviously, that’s never going to happen but today, let’s talk about a series of questions, that should be part of any sales training, to guide a discussion that ultimately will allow you to write a proposal that SHOULD get bought. What Does The Future Look Like If We… → Read More
Where Should Your Agency Focus Your New Biz Efforts In 2020?
This week RSW/US released its New Year Outlook 2020 Survey Report and based on the content, I think smaller, independent and/or specialist agencies will need to step up their biz dev game and learn to Sell Greatly this year or get left behind. Let’s talk about why. Clients Plan To Shrink Their Agency Rosters Charts from RSW/US New Year Outlook 2020 Survey Report According to the RSW/US report,… → Read More