Dan Charles

We changed one headline for a client. Result: 16.9% conversion lift. One described the service. The other spoke to the feeling. Gill Andrews broke down the neuroscience behind why this works over on Orbit Media — and used our test as the lead example. buff.ly/JLiOEKH

When your calendar has real opportunities in it, you stop gambling on promises.

The businesses that broke this pattern built enough pipeline to afford to walk away.

"Strategic partnership" is the most expensive phrase in the #EventIndustry Not because the deals are bad. Because they almost work.

Boring? Yes. But boring is what fills a calendar without the panic.

Ads in the background. Content on schedule. Nurture sequences running consistently.

Your empty calendar isn't a "this-quarter" problem. It's a last-quarter mistake.

The proposal doesn't win the deal. Qualifying the right prospect does.

Ninety seconds of qualification saves eight hours of wasted proposals.

You can't qualify your way out of a bad prospect after you've already sent the proposal.