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Stop Using Old Sales Tactics: How Millennials Are Changing B2B Buying
I'm writing fast today because I have a call in 10 minutes - but this stuff is too important not to share! As a 56-year-old who spent 18 years in corporate marketing, I know exactly how the old ways worked. I still see my clients using outdated sales tactics that...
The Authenticity Paradox: When Being Yourself Hurts Your Business
For years, I've preached authenticity in marketing. Be yourself! Show up as you are! Brené Brown's research confirms people feel better when they're true to themselves. But a new book by Columbia University psychology professor Tomas Chamorro-Premuzic called "Don't...
When Your Differentiator Is Losing You Money: A Strategic Fix
After a whirlwind week of five speeches - from Capital One's Envision Summit in Richmond to keynoting at Disney Boardwalk in Orlando - one question stuck with me. A printing company owner stood up in a room full of business owners and asked something brutally...
B2B Buyer Psychology: Why 95% of Decisions Are Subconscious
As I prepare for a packed week of conferences - from Capital One's Envision Summit in Richmond to the Go for the Greens keynote in Orlando (yes, I bought golf attire!) - I've been diving deep into buyer psychology. Harvard professor Gerald Zultman discovered...
How Not To Lose Trust and Sound Like AI in Your Marketing
73% of marketers are using AI for content creation, but here's the kicker - 46% of US adults say they'd stop buying from brands they suspect use AI-generated content. Now I know you DON'T want that for your marketing. Here are a few ideas on how to avoid sounding...
Controversial Opinion: Marketing Does Not Equate to Pitching
The biggest mistake I see small businesses make is thinking that marketing means pitching. It couldn't be farther from the truth. If you're trying to constantly sell to B2B prospects, they're going to run fast and far. Here's why and where to avoid it. Social...
225% Increase in Imposter Syndrome For Business Owners
Let me address something I heard constantly while training pitch contestants in Washington DC last week. Imposter Syndrome is real and it is debilitating our business growth. Incredibly, the number of occurrences of this phenomenon has increased 225% to 70% amongst...
Only 3% of Pitch Winners Get the Prize
After getting grounded in thunderstorms trying to reach New York (they literally closed the city!), I've been immersed in the world of competition pitching, training entrepreneurs for contests. Having spent 20 years as a corporate buyer listening to endless vendor...
How to AI-Proof Your Business in 2025
That's right, I said 'proof'. As in 'protect'. Because it's a topic that's keeping my clients up at night: AI replacing their businesses. With 83% of companies claiming AI is a top priority, some of my clients are watching entire departments get eliminated from...
Pain-Based Marketing: Why Your Message Needs to Hurt (In a Good Way)
"Why do you always have to be so negative Chala?" is something that I've heard from so many clients. Well, it's not me! It's you! Let me explain: Pain-based marketing makes people uncomfortable, but it works. Here's why - pain messaging results in five times more...
Corporate Buyer Trends 2025: What You Need to Know
As I prepare for the WBENC procurement conference in New Orleans (with thousands of women business owners and corporate buyers), it's the perfect time to examine current corporate buyer trends. After 20 years as a corporate buyer myself before founding The...
How Stress Is Sabotaging Your Success
Let's address the elephant in the room: stress is literally changing your brain and stopping your business growth. The statistics are alarming - 88% of entrepreneurs have at least one mental health issue (50% higher than the general population), 81% report feeling...
About Chala
Chala Dincoy is a Marketing Strategist who helps B2B service providers reposition their marketing message to successfully sell to corporate clients
