Sales

3 Reasons Why CEOs Fail

3 Reasons Why CEOs Fail
By August 15, 2014 Sales, Social Business

In today’s business marketplace, many businesses come and go. When a business fails, or finds itself in troubled waters, the question often asked is: Why did the CEO fail?

There is a universal, common factor as to why so many CEOs fail: They don’t understand what business they are in.

You see, it’s not the obvious answer one would think it to be. So let’s take a closer look at 3 reasons why CEOs fail and how they contribute to a company’s success – or failure. Read more ›

Why Marketing Needs to Expand Pipeline Metrics Beyond Counting Leads

Why Marketing Needs to Expand Pipeline Metrics Beyond Counting Leads
By August 14, 2014 Marketing, Sales

For many organizations, marketing’s primary role in maximizing the pipeline equation is to add as many qualified opportunities – those most likely to close – to the pipeline as possible (leads). So it’s no wonder that Marketers tend to rely upon a variety of common lead-related metrics, such as cost per lead, lead volume and lead quality – to measure their customer acquisition effectiveness. However, limiting marketing’s metrics to “leads” actually does both marketing and the organization a disservice. Learn what other pipeline-related metrics marketing should employ to facilitate better activity and investment decisions. Read more ›

3 Strategies for Elevating Your Sales Game

3 Strategies for Elevating Your Sales Game
By August 12, 2014 Sales

Regardless of how good you are there is always value in elevating your game. Obviously, your competitors’ are always looking to move up in the standings, and there is no need for that.   Read more ›

5 Warning Signs That Your Social Selling Consultant is a Fake

5 Warning Signs That Your Social Selling Consultant is a Fake
By August 7, 2014 Sales, Social Selling

As a courtesy, a client just forwarded me an email that he received from the CEO of a LinkedIn consulting company. The sender described how his company “specialized in measurable LinkedIn Client & Talent Acquisition Campaigns”. After describing how his company could drive thousands of lead for my client, the consultant ended his pitch with “If this isn’t for you, please just let me know, but do feel free to connect with me on LinkedIn either way.”  Read more ›

How Contagious is Your Sales Message?

How Contagious is Your Sales Message?
By August 5, 2014 Sales, Social Selling

Most sales messages (AKA sales spam) that I see or receive are overly “me” centric. The message focuses on a seller’s agenda when it should focus on the prospects agenda. If you don’t communicate your message from the prospects point of view, you lose. Buyers want answers to their business problems.   Read more ›

Mobile Marketing is About More Than Ads and Apps

Mobile Marketing is About More Than Ads and Apps
By August 4, 2014 Marketing, Sales

Mobile Marketing is About More Than Ads and Apps

Although the advertisements and the applications that are associated with mobile marketing are taking up all of the sexy space in news columns, those things are definitely not the entirety of the discipline. As a matter of fact, any company that relies on ads and apps in order to get the job done will be sorely disappointed – these things do not create the loyal customer base that a company needs in order to survive.   Read more ›