Practical Lessons From More Than 20 Years of Experience
The Insights section shares lessons and observations from my career in advertising sales, new account development, digital strategy, and business ownership.
My goal is to provide practical information that sales professionals, marketers, and business owners can apply to their own growth efforts.
Article Categories
Initial Articles
Shawn Strawser on Using Data Without Losing the Human Side of Marketing
Modern marketing gives us more information than at any other point in history. We can measure traffic. Clicks. Conversions. Search rankings. Email engagement. Calls. …
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Shawn Strawser on Self-Leadership: The Discipline Behind Consistent Performance
Leadership is usually discussed in terms of leading other people. Managing a team. Setting expectations. Creating culture. Motivating employees. Those things matter. But I…
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Shawn Strawser on Why Execution Matters More Than Ideas in Sales and Marketing
Ideas are everywhere. Every business has ideas. Every sales team has ideas. Every marketing meeting seems to produce another list of campaigns, improvements, projects,…
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Shawn Strawser on Why Salespeople Should Understand Marketing — and Marketers Should Understand Sales
For most of my career, I have worked somewhere between sales and marketing. I started in advertising, moved into high-volume new account development, transitioned…
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Shawn Strawser on Building a Professional Reputation That Creates Opportunities
My name is Shawn Strawser, and one thing I appreciate much more today than I did at the beginning of my career is the…
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How Customer Conversations Improve Marketing Content
Customer conversations reveal the words people use when they are trying to understand an offer. They can expose missing information, confusing claims, and assumptions…
Read More Shawn Strawser on Using Data Without Losing the Human Side of Marketing
Modern marketing gives us more information than at any other point in history. We can measure traffic. Clicks. Conversions. Search rankings. Email engagement. Calls. …
Read More Shawn Strawser on Self-Leadership: The Discipline Behind Consistent Performance
Leadership is usually discussed in terms of leading other people. Managing a team. Setting expectations. Creating culture. Motivating employees. Those things matter. But I…
Read More Shawn Strawser on Why Execution Matters More Than Ideas in Sales and Marketing
Ideas are everywhere. Every business has ideas. Every sales team has ideas. Every marketing meeting seems to produce another list of campaigns, improvements, projects,…
Read More Shawn Strawser on Why Salespeople Should Understand Marketing — and Marketers Should Understand Sales
For most of my career, I have worked somewhere between sales and marketing. I started in advertising, moved into high-volume new account development, transitioned…
Read More Shawn Strawser on Building a Professional Reputation That Creates Opportunities
My name is Shawn Strawser, and one thing I appreciate much more today than I did at the beginning of my career is the…
Read More How Customer Conversations Improve Marketing Content
Customer conversations reveal the words people use when they are trying to understand an offer. They can expose missing information, confusing claims, and assumptions…
Read More
Why Marketing Strategy Starts With Business Goals
Marketing strategy becomes easier to evaluate when it starts with a business objective. Before choosing advertisements, content, or platforms, decide what the business needs…
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Sales Discovery Questions That Improve the Conversation
Good sales questions help you understand whether you can offer something useful. They reveal the customer’s objective, constraints, decision process, and expectations before you…
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Shawn Strawser on Building Trust: The Sales Principle That Never Goes Out of Style
My name is Shawn Strawser, and after more than 20 years working in sales, advertising, business development, and marketing strategy, one principle has remained…
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Why Follow-Up Matters in Sales and How to Manage It
Follow-up matters because a customer’s decision often involves more than one conversation. The person may need information, approval, time, or a change in circumstances.…
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Who Is Shawn Strawser? A Career Built on Sales, Marketing and Growth
Who Is Shawn Strawser? My name is Shawn Strawser, and I have spent more than two decades building a career around sales, advertising, marketing,…
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What Bringing in More Than 300 New Accounts Taught Me
During a corporate inside-sales role, I brought in more than 300 new accounts within six months. It was an important experience in my advertising…
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