The Marketing Professor
@themarketingprof.bsky.social
Marketing expert, consultant, educator, & thought leader bridging theory & practice. Passionate about innovative strategies, streamlining processes, & inspiring growth. Committed to pushing boundaries in marketing from boardroom to classroom.
Facts matter.
But facts alone rarely change a client’s mind.
Stories do.
“Let me tell you what happened when another business like yours leaned into this strategy…”
When you connect their needs to clear, relevant stories, your recommendations become easier to understand, remember, and say yes to.
But facts alone rarely change a client’s mind.
Stories do.
“Let me tell you what happened when another business like yours leaned into this strategy…”
When you connect their needs to clear, relevant stories, your recommendations become easier to understand, remember, and say yes to.
January 6, 2026 at 3:47 PM
Facts matter.
But facts alone rarely change a client’s mind.
Stories do.
“Let me tell you what happened when another business like yours leaned into this strategy…”
When you connect their needs to clear, relevant stories, your recommendations become easier to understand, remember, and say yes to.
But facts alone rarely change a client’s mind.
Stories do.
“Let me tell you what happened when another business like yours leaned into this strategy…”
When you connect their needs to clear, relevant stories, your recommendations become easier to understand, remember, and say yes to.
In media sales, your role is not “hero.”
Authorities cast the customer as the hero and themselves as the guide.
When your questions and recommendations help the owner see a better version of themselves, they start bringing you into bigger decisions.
Authorities cast the customer as the hero and themselves as the guide.
When your questions and recommendations help the owner see a better version of themselves, they start bringing you into bigger decisions.
January 5, 2026 at 3:45 PM
In media sales, your role is not “hero.”
Authorities cast the customer as the hero and themselves as the guide.
When your questions and recommendations help the owner see a better version of themselves, they start bringing you into bigger decisions.
Authorities cast the customer as the hero and themselves as the guide.
When your questions and recommendations help the owner see a better version of themselves, they start bringing you into bigger decisions.
The client is the expert in their business.
You're the expert in marketing and media.
If every time they say, “Just rerun this schedule,” you say, “Sure,” you’re not an authority; you’re an order taker.
Respectful pushback is not risky; it’s a service.
You're the expert in marketing and media.
If every time they say, “Just rerun this schedule,” you say, “Sure,” you’re not an authority; you’re an order taker.
Respectful pushback is not risky; it’s a service.
January 2, 2026 at 3:36 PM
The client is the expert in their business.
You're the expert in marketing and media.
If every time they say, “Just rerun this schedule,” you say, “Sure,” you’re not an authority; you’re an order taker.
Respectful pushback is not risky; it’s a service.
You're the expert in marketing and media.
If every time they say, “Just rerun this schedule,” you say, “Sure,” you’re not an authority; you’re an order taker.
Respectful pushback is not risky; it’s a service.
“Tell me about your business” is the question every average seller asks.
If you want to be seen as an authority, aim higher: “Where do you want this business to be 12 months from now, and what has to be true for you to call that a win?”
Anchor every recommendation to a clear 12-month vision.
If you want to be seen as an authority, aim higher: “Where do you want this business to be 12 months from now, and what has to be true for you to call that a win?”
Anchor every recommendation to a clear 12-month vision.
December 31, 2025 at 3:31 PM
“Tell me about your business” is the question every average seller asks.
If you want to be seen as an authority, aim higher: “Where do you want this business to be 12 months from now, and what has to be true for you to call that a win?”
Anchor every recommendation to a clear 12-month vision.
If you want to be seen as an authority, aim higher: “Where do you want this business to be 12 months from now, and what has to be true for you to call that a win?”
Anchor every recommendation to a clear 12-month vision.
Most media sellers lose the sale before the meeting even starts.
They glance at the website, print out a one-sheet, and hope their charm will win the client over. When a business owner sees that you understand their situation better than the last few reps, you quickly become an advisor.
They glance at the website, print out a one-sheet, and hope their charm will win the client over. When a business owner sees that you understand their situation better than the last few reps, you quickly become an advisor.
December 30, 2025 at 3:34 PM
Most media sellers lose the sale before the meeting even starts.
They glance at the website, print out a one-sheet, and hope their charm will win the client over. When a business owner sees that you understand their situation better than the last few reps, you quickly become an advisor.
They glance at the website, print out a one-sheet, and hope their charm will win the client over. When a business owner sees that you understand their situation better than the last few reps, you quickly become an advisor.
Customers don't buy random facts. They buy stories that adjust their line of thinking. What stories can you tell that get your prospects excited?
#marketing #sales #mediasales
#marketing #sales #mediasales
Tell Short Everyday Stories (And Build a 10-Minute Email Ritual)
Your prospects don’t remember pitches. They remember moments.
buff.ly
December 30, 2025 at 2:15 PM
Customers don't buy random facts. They buy stories that adjust their line of thinking. What stories can you tell that get your prospects excited?
#marketing #sales #mediasales
#marketing #sales #mediasales
If you want to grow, you have to invest.
I ask: “Are you prepared to invest in the growth of your business?”
This shifts the conversation from spending to investing. Growth takes intention, not hesitation. Don’t sell on price. Selling progress.
#BusinessGrowth #SalesMotivation #Leadership #Value
I ask: “Are you prepared to invest in the growth of your business?”
This shifts the conversation from spending to investing. Growth takes intention, not hesitation. Don’t sell on price. Selling progress.
#BusinessGrowth #SalesMotivation #Leadership #Value
December 29, 2025 at 7:51 PM
If you want to grow, you have to invest.
I ask: “Are you prepared to invest in the growth of your business?”
This shifts the conversation from spending to investing. Growth takes intention, not hesitation. Don’t sell on price. Selling progress.
#BusinessGrowth #SalesMotivation #Leadership #Value
I ask: “Are you prepared to invest in the growth of your business?”
This shifts the conversation from spending to investing. Growth takes intention, not hesitation. Don’t sell on price. Selling progress.
#BusinessGrowth #SalesMotivation #Leadership #Value
Every client has their own definition of “success,” and that’s exactly the point.
I ask, “What does a winning campaign look like to you?”
Their answer shows how they measure success: impressions, ROI, calls, or reputation.
#ClientSuccess #SalesMentorship #MarketingCampaigns #SalesAlignment
I ask, “What does a winning campaign look like to you?”
Their answer shows how they measure success: impressions, ROI, calls, or reputation.
#ClientSuccess #SalesMentorship #MarketingCampaigns #SalesAlignment
December 29, 2025 at 1:46 PM
Every client has their own definition of “success,” and that’s exactly the point.
I ask, “What does a winning campaign look like to you?”
Their answer shows how they measure success: impressions, ROI, calls, or reputation.
#ClientSuccess #SalesMentorship #MarketingCampaigns #SalesAlignment
I ask, “What does a winning campaign look like to you?”
Their answer shows how they measure success: impressions, ROI, calls, or reputation.
#ClientSuccess #SalesMentorship #MarketingCampaigns #SalesAlignment
The best follow-up question in sales is just one word: Why?
After a client shares what they’d like to do, ask, “Why aren’t you doing it?”
The real reasons come out: fear, budget, time, or lack of clarity. Once you know the “why,” you can figure out the “how.”
#ConsultativeSelling #SalesTraining
After a client shares what they’d like to do, ask, “Why aren’t you doing it?”
The real reasons come out: fear, budget, time, or lack of clarity. Once you know the “why,” you can figure out the “how.”
#ConsultativeSelling #SalesTraining
December 26, 2025 at 7:42 PM
The best follow-up question in sales is just one word: Why?
After a client shares what they’d like to do, ask, “Why aren’t you doing it?”
The real reasons come out: fear, budget, time, or lack of clarity. Once you know the “why,” you can figure out the “how.”
#ConsultativeSelling #SalesTraining
After a client shares what they’d like to do, ask, “Why aren’t you doing it?”
The real reasons come out: fear, budget, time, or lack of clarity. Once you know the “why,” you can figure out the “how.”
#ConsultativeSelling #SalesTraining
You can learn more from your competitors than your customers.
When you ask, “What is your competition doing that you’d like to do?” you find out what your client aspires to. When a client shares what they admire, you learn what matters most.
#CompetitiveAdvantage #SalesIntelligence #SalesGrowth
When you ask, “What is your competition doing that you’d like to do?” you find out what your client aspires to. When a client shares what they admire, you learn what matters most.
#CompetitiveAdvantage #SalesIntelligence #SalesGrowth
December 26, 2025 at 1:27 PM
You can learn more from your competitors than your customers.
When you ask, “What is your competition doing that you’d like to do?” you find out what your client aspires to. When a client shares what they admire, you learn what matters most.
#CompetitiveAdvantage #SalesIntelligence #SalesGrowth
When you ask, “What is your competition doing that you’d like to do?” you find out what your client aspires to. When a client shares what they admire, you learn what matters most.
#CompetitiveAdvantage #SalesIntelligence #SalesGrowth
Nothing gets your attention faster than seeing missed potential.
Ask: “What aren’t you doing today that you’d like to do?”
Reveal the untapped ideas that keep leaders up at night.
#OpportunityMindset #SalesDiscovery #LeadershipDevelopment #MarketingInnovation #B2BMarketing
Ask: “What aren’t you doing today that you’d like to do?”
Reveal the untapped ideas that keep leaders up at night.
#OpportunityMindset #SalesDiscovery #LeadershipDevelopment #MarketingInnovation #B2BMarketing
December 24, 2025 at 7:39 PM
Nothing gets your attention faster than seeing missed potential.
Ask: “What aren’t you doing today that you’d like to do?”
Reveal the untapped ideas that keep leaders up at night.
#OpportunityMindset #SalesDiscovery #LeadershipDevelopment #MarketingInnovation #B2BMarketing
Ask: “What aren’t you doing today that you’d like to do?”
Reveal the untapped ideas that keep leaders up at night.
#OpportunityMindset #SalesDiscovery #LeadershipDevelopment #MarketingInnovation #B2BMarketing
Most businesses believe they have a marketing strategy, but only a few really do.
One of my favorite CNA questions: “What marketing strategies are you engaging in today?”
This question assesses whether tactics and outcomes are in sync.
#SalesStrategy #CNAQuestions #B2BSales #ConsultativeSelling
One of my favorite CNA questions: “What marketing strategies are you engaging in today?”
This question assesses whether tactics and outcomes are in sync.
#SalesStrategy #CNAQuestions #B2BSales #ConsultativeSelling
December 24, 2025 at 1:25 PM
Most businesses believe they have a marketing strategy, but only a few really do.
One of my favorite CNA questions: “What marketing strategies are you engaging in today?”
This question assesses whether tactics and outcomes are in sync.
#SalesStrategy #CNAQuestions #B2BSales #ConsultativeSelling
One of my favorite CNA questions: “What marketing strategies are you engaging in today?”
This question assesses whether tactics and outcomes are in sync.
#SalesStrategy #CNAQuestions #B2BSales #ConsultativeSelling
If you say “best service” or “best price,” you blend in not stand out.
Ask your client: “What are the three to five things only YOU can shout from the rooftops?”
Move past their comfort zone and discover what really makes them unique. #PersonalBranding #MarketingStrategy #StorySelling #Sales
Ask your client: “What are the three to five things only YOU can shout from the rooftops?”
Move past their comfort zone and discover what really makes them unique. #PersonalBranding #MarketingStrategy #StorySelling #Sales
December 23, 2025 at 7:37 PM
If you say “best service” or “best price,” you blend in not stand out.
Ask your client: “What are the three to five things only YOU can shout from the rooftops?”
Move past their comfort zone and discover what really makes them unique. #PersonalBranding #MarketingStrategy #StorySelling #Sales
Ask your client: “What are the three to five things only YOU can shout from the rooftops?”
Move past their comfort zone and discover what really makes them unique. #PersonalBranding #MarketingStrategy #StorySelling #Sales
Growth isn’t random; you plan for it.
When I ask a client, “How do you see growth in the next year?” I’m not after numbers. I want to hear their vision. The gap between where they are and where they want to go is where opportunity shows up.
#SalesLeadership #MarketingStrategy #NeedsAnalysis
When I ask a client, “How do you see growth in the next year?” I’m not after numbers. I want to hear their vision. The gap between where they are and where they want to go is where opportunity shows up.
#SalesLeadership #MarketingStrategy #NeedsAnalysis
December 23, 2025 at 1:23 PM
Growth isn’t random; you plan for it.
When I ask a client, “How do you see growth in the next year?” I’m not after numbers. I want to hear their vision. The gap between where they are and where they want to go is where opportunity shows up.
#SalesLeadership #MarketingStrategy #NeedsAnalysis
When I ask a client, “How do you see growth in the next year?” I’m not after numbers. I want to hear their vision. The gap between where they are and where they want to go is where opportunity shows up.
#SalesLeadership #MarketingStrategy #NeedsAnalysis
Every great sales conversation eventually hits a wall. That’s when real discovery begins.
I ask: “What’s preventing you from getting to where you want to be right now?”
When you spot the barriers, you move from selling to solving problems.
#SalesCoaching #B2BSales #ClientDiscovery #ProblemSolving
I ask: “What’s preventing you from getting to where you want to be right now?”
When you spot the barriers, you move from selling to solving problems.
#SalesCoaching #B2BSales #ClientDiscovery #ProblemSolving
December 22, 2025 at 8:34 PM
Every great sales conversation eventually hits a wall. That’s when real discovery begins.
I ask: “What’s preventing you from getting to where you want to be right now?”
When you spot the barriers, you move from selling to solving problems.
#SalesCoaching #B2BSales #ClientDiscovery #ProblemSolving
I ask: “What’s preventing you from getting to where you want to be right now?”
When you spot the barriers, you move from selling to solving problems.
#SalesCoaching #B2BSales #ClientDiscovery #ProblemSolving
My debut book, "60 Days to Hired: Unlocking High-Paying Jobs With AI, LinkedIn, and Next Gen Tools," is coming in early 2026 and will be available wherever books are sold.
I can’t wait to put this playbook in your hands and help more people become the only candidate that matters. #60DaysToHired
I can’t wait to put this playbook in your hands and help more people become the only candidate that matters. #60DaysToHired
December 22, 2025 at 3:45 PM
My debut book, "60 Days to Hired: Unlocking High-Paying Jobs With AI, LinkedIn, and Next Gen Tools," is coming in early 2026 and will be available wherever books are sold.
I can’t wait to put this playbook in your hands and help more people become the only candidate that matters. #60DaysToHired
I can’t wait to put this playbook in your hands and help more people become the only candidate that matters. #60DaysToHired
Minimums = minimum commitment
“Hey, what’s your minimum?” usually means:
“I want minimum risk, minimum effort, and minimum commitment.”
You can’t build a premium business on minimums.
#salesmindset #entrepreneurship #idealclients #smallbusiness #marketingprofessor
“Hey, what’s your minimum?” usually means:
“I want minimum risk, minimum effort, and minimum commitment.”
You can’t build a premium business on minimums.
#salesmindset #entrepreneurship #idealclients #smallbusiness #marketingprofessor
December 18, 2025 at 1:07 PM
Minimums = minimum commitment
“Hey, what’s your minimum?” usually means:
“I want minimum risk, minimum effort, and minimum commitment.”
You can’t build a premium business on minimums.
#salesmindset #entrepreneurship #idealclients #smallbusiness #marketingprofessor
“Hey, what’s your minimum?” usually means:
“I want minimum risk, minimum effort, and minimum commitment.”
You can’t build a premium business on minimums.
#salesmindset #entrepreneurship #idealclients #smallbusiness #marketingprofessor
Fire the exhausting clients
Look at your client list:
Who energizes you and who exhausts you?
If someone spends the least and drains the most, they’re not a client. They’re a cost.
#salescoach #clientselection #businesstips #mentalhealthatwork #powerofno
Look at your client list:
Who energizes you and who exhausts you?
If someone spends the least and drains the most, they’re not a client. They’re a cost.
#salescoach #clientselection #businesstips #mentalhealthatwork #powerofno
December 17, 2025 at 1:05 PM
Fire the exhausting clients
Look at your client list:
Who energizes you and who exhausts you?
If someone spends the least and drains the most, they’re not a client. They’re a cost.
#salescoach #clientselection #businesstips #mentalhealthatwork #powerofno
Look at your client list:
Who energizes you and who exhausts you?
If someone spends the least and drains the most, they’re not a client. They’re a cost.
#salescoach #clientselection #businesstips #mentalhealthatwork #powerofno
Stop discounting
If you train customers to say “too expensive” and then drop your price…
You didn’t win the deal. You taught them how to negotiate with you forever.
Hold your value. Price is part of your brand.
#salesstrategy #pricingsuccess #valuebasedselling #mediaSales #nocuttingprice
If you train customers to say “too expensive” and then drop your price…
You didn’t win the deal. You taught them how to negotiate with you forever.
Hold your value. Price is part of your brand.
#salesstrategy #pricingsuccess #valuebasedselling #mediaSales #nocuttingprice
December 16, 2025 at 1:04 PM
Stop discounting
If you train customers to say “too expensive” and then drop your price…
You didn’t win the deal. You taught them how to negotiate with you forever.
Hold your value. Price is part of your brand.
#salesstrategy #pricingsuccess #valuebasedselling #mediaSales #nocuttingprice
If you train customers to say “too expensive” and then drop your price…
You didn’t win the deal. You taught them how to negotiate with you forever.
Hold your value. Price is part of your brand.
#salesstrategy #pricingsuccess #valuebasedselling #mediaSales #nocuttingprice
The power of no
Saying no is not rejection. It’s refinement.
Every “no” to a bad-fit client is a “yes” to better work, better results, and better energy.
#sales #B2Bsales #salesleadership #boundaries #marketingprofessor
Saying no is not rejection. It’s refinement.
Every “no” to a bad-fit client is a “yes” to better work, better results, and better energy.
#sales #B2Bsales #salesleadership #boundaries #marketingprofessor
December 15, 2025 at 1:04 PM
The power of no
Saying no is not rejection. It’s refinement.
Every “no” to a bad-fit client is a “yes” to better work, better results, and better energy.
#sales #B2Bsales #salesleadership #boundaries #marketingprofessor
Saying no is not rejection. It’s refinement.
Every “no” to a bad-fit client is a “yes” to better work, better results, and better energy.
#sales #B2Bsales #salesleadership #boundaries #marketingprofessor
Real talk: your customer doesn't care about your survey rating.
They care about whether you listened to them. Whether you understood their goals. Whether you showed up as someone they can trust.
New post on The Marketing Professor.
buff.ly/T09Ff3n
#SalesLeadership #CustomerRelationships #sales
They care about whether you listened to them. Whether you understood their goals. Whether you showed up as someone they can trust.
New post on The Marketing Professor.
buff.ly/T09Ff3n
#SalesLeadership #CustomerRelationships #sales
The Three Ps That Make or Break Every Sale: Why Price, Product, and Person Must Align
Stop losing deals to mystery objections and start asking the questions that reveal what's really getting in the way.
buff.ly
December 12, 2025 at 3:31 PM
Real talk: your customer doesn't care about your survey rating.
They care about whether you listened to them. Whether you understood their goals. Whether you showed up as someone they can trust.
New post on The Marketing Professor.
buff.ly/T09Ff3n
#SalesLeadership #CustomerRelationships #sales
They care about whether you listened to them. Whether you understood their goals. Whether you showed up as someone they can trust.
New post on The Marketing Professor.
buff.ly/T09Ff3n
#SalesLeadership #CustomerRelationships #sales
When you lower your price to overcome every objection, you're actually training your customer to negotiate harder next time.
That's not a sustainable business model.
Learn the real Three Ps framework that works
buff.ly/fGl63rx
#SalesStrategy #PricingPower #BusinessGrowth
That's not a sustainable business model.
Learn the real Three Ps framework that works
buff.ly/fGl63rx
#SalesStrategy #PricingPower #BusinessGrowth
December 11, 2025 at 3:59 PM
When you lower your price to overcome every objection, you're actually training your customer to negotiate harder next time.
That's not a sustainable business model.
Learn the real Three Ps framework that works
buff.ly/fGl63rx
#SalesStrategy #PricingPower #BusinessGrowth
That's not a sustainable business model.
Learn the real Three Ps framework that works
buff.ly/fGl63rx
#SalesStrategy #PricingPower #BusinessGrowth
Jason's Substack: I've created a Substack that helps sellers close more business, earn more money, and take control of their book of business. #sales #marketing #salestips
Jason's Substack | Jason Smallheer | Substack
My personal Substack. Click to read Jason's Substack, by Jason Smallheer, a Substack publication. Launched 2 days ago.
themarketingprofessor.substack.com
December 11, 2025 at 1:19 AM
Jason's Substack: I've created a Substack that helps sellers close more business, earn more money, and take control of their book of business. #sales #marketing #salestips