Sales

Random Rants About Sales and Social Selling

Random Rants About Sales and Social Selling
By June 9, 2014 Sales, Social Selling

Selling is a reputable profession that often gets a bad rap largely due to these big no-no’s. Here are a few of my rants about selling.   Read more ›

Are You Looking at the Wrong End of the Donkey?

Are You Looking at the Wrong End of the Donkey?
By June 6, 2014 Sales, Social Selling

If you have your finger on the pulse of Inside Sales, you know that breaking the ‘prospecting’ and ‘closing’ functions into two roles has crossed the chasm. Role specialization is here to stay.

One of the big benefits is that specialized teams are responsible for a very clear piece of the sales process. You can measure effectiveness, add or subtract headcount, and course correct as needed.   Read more ›

Are You Breaking this Social Selling Rule?

Are You Breaking this Social Selling Rule?

If you are, stop it now!

Most of the sales messages that I see or receive are overly “me” centric and are focused on what companies and their sales people want to sell versus actually caring about what buyers want and need.   Read more ›

3 Questions To Ask Yourself Every Business Day

3 Questions To Ask Yourself Every Business Day

If you are a fan of professional football and you watch the game on television, you’ve probably seen this: The player scores a touchdown in the end zone and starts dancing all around. The player starts showing off as if he’s never made a touchdown before and lets the emotion of the event go to his head. Instead of acting like scoring touchdowns is just what he and his team does, he acts like it’s an extraordinary event instead of it being just another day of playing great football.   Read more ›

Is Your Network Nimble?

Is Your Network Nimble?

When I first began my professional career in sales, my first sales network was captured in a Rolodex. For those salespeople too young to know what a Rolodex is – basically it is cards on a wheel. Believe it or not, those little gems are still sold.   Read more ›

How LinkedIn Enhances Our Face-to-Face Networking

How LinkedIn Enhances Our Face-to-Face Networking

The Changing Face of Business

As the business world evolves, so must the businessperson. Adapting to the new way to research our prospects and networking partners, identify rapport-building insights and learn about what matters to them has never been more accessible or more critical to the sales process.   Read more ›