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 […]
Are You Looking at the Wrong End of the Donkey? Read More »
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
Are You Breaking this Social Selling Rule? Read More »
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
3 Questions To Ask Yourself Every Business Day Read More »
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
Is Your Network Nimble? Read More »
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
How LinkedIn Enhances Our Face-to-Face Networking Read More »
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.
Sales Prescription Without Diagnosis is Malpractice Read More »
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, who insist on doing things the same way.
Caveat Venditor: Up the Creek First Class with No Paddle Read More »
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 taking a few minutes to go through them. You’ll notice
50 Sales and Social Business Quotes Read More »
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 there a specific point in time when everyone made the
A Dozen Email Mistakes That Can Sabotage Your Career Read More »
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. Perhaps that’s why a mission of mine for years has
Create a Culture of Learning Read More »
