Sales

The Key to Selling Style Versatility

The Key to Selling Style Versatility

Thumbing through a training catalog, I noticed a course offered to help salespeople identify their selling style. To me, that’s the tail wagging the dog. A salesperson should be versatile enough to adopt whatever selling style their customer needs. Salespeople who rigidly cling to a selling style will only be successful with a limited number of customers. These would be the few customers whose buying styles match that salesperson’s particular selling style. Salespeople will be well served to continually develop their versatility. By increasing versatility, salespeople enjoy success with an ever-increasing variety of buying styles.

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Building Influence: A Webinar with Matt Heinz

Building Influence: A Webinar with Matt Heinz

Getting a list of key influencers is your industry is the easy part. There are countless “most influential” lists out there, not to mention social media rankings and other tools (such as Little Bird) to give you ranked lists of people you want to influence (as a means of getting your information in front of their followers).

In last week’s webinar with Matt Heinz, CEO of Heinz Marketing, we talked about the 8 strategies you can use to build an influential network. Why should you care? Revenue, that’s why.   Read more ›

Understanding LinkedIn’s New Publishing Platform

Understanding LinkedIn’s New Publishing Platform

Like most other social media networks, LinkedIn lets users publish posts that are visible to other users. In the past, there used to be an actual limit regarding how long the posts could be in length, which impacted how users ultimately shared their content. Most of them would just copy and paste certain links into their content and post it on their profile. Read more ›

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 ›