Be a Social Seller not a Social SPAMMER
There is so much being tweeted, blogged and shared about social selling right now that I have great sympathy for those organizations who are tying to figure out how, when...
Sales
What LinkedIn’s API Change Means to You
By now, you’ve heard the news that LinkedIn Corporation altered a policy that has resulted in changes to the way Nimble and other CRM applications interact with LinkedIn. Today’s post...
Proposal Acceptance Rates: How to Achieve an 18% Higher Win Rate
If you’re like most sales professionals, you probably feel a twinge of fear when it comes time to FedEx a proposal, or even email it. (more…)
A Conversation with Duct Tape Selling’s Jon Jantsch
In this interview, I talk with John Jantsch about his latest book - Duct Tape Selling. (more…)
A Surefire Recipe for Losing the Sale
I just opted out of yet another newsletter that I never opted into in the first place. It is so annoying. You might think the spam only comes from companies...
How Agile is Your Selling?
Last week, I talked with Jill Konrath about her newest book - Agile Selling. Jill described her prior books - Snap Selling and Selling to Big Companies as the "how"...
Random Rants About Sales and 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. (more…)
Are You Looking at the Wrong End of the Donkey?
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...
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...
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...
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 -...
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...
Sales Prescription Without Diagnosis is Malpractice
Prescription without diagnosis is malpractice – it’s a phrase I heard a lot growing up since my father was a proud pharmacist of 52 years. (more…)
Caveat Venditor: Up the Creek First Class with No Paddle
That’s Latin for “we’re doomed”. At least those of us in the sales profession that continue to work the status quo while holding on for dear life. And employers, too,...
50 Sales and Social Business Quotes
Over at LinkedIn, Sr. Social Marketing Manager Koka Sexton is working his creative magic once again. He has curated 50 quotes related to sales, social media and social business. Worth...
A Dozen Email Mistakes That Can Sabotage Your Career
Studies tell us that we are now using email more than any other of form of communication Email seems to have taken over our lives. When did this happen? Was...
Create a Culture of Learning
The profession of sales often gets a bad rap. Perceived as manipulative, self-serving and willing to promise you anything to get the sale, sales people are generally not considered trustworthy....