The Myth of the Customer Journey
In this month's guest expert webinar, I hosted Jeff Weinberger of DS3 Consulting and we talked about the mistaken beliefs most businesses have about today's customer journey. Jeff shared his...
Social Selling
Relationships Not Contacts
Mark Carter recently interviewed Nimble CEO Jon Ferrara. In their last conversation they talked about the importance of adding value to relationships and not treating people like just another avatar or collecting names...
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...
Just Click to Connect
Do I know you? I get dozens of LinkedIn requests from people I don't know each week and occasionally I want to connect to someone I haven't met. Yet LinkedIn...
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…)
Are You Teaching Customers to Buy from You?
When it comes successful social selling and meeting your sales quota, being more like a car mechanic, instead of a car salesman, might be the key to your success. Huh?...
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...
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,...
15 Ideas for Curating Content
Social selling success breaks down into 3 buckets: Strategy Skills Execution Basically, you need a plan, sales and technology skills, the right technology to support your goals, consistent execution and...
Tips for Getting the Most from Nimble
What's Stopping You? Take the FREE 14-day Nimble Test Drive There is no credit card required, and you’ll be up and running in minutes.
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...
Thought Leadership Through Curation
Good news! There is a highly valuable service that you can provide easily, one that will attract prospective customers and others in your industry to your website, even if you...
A CEO’s LinkedIn Awakening: What’s In Your Inbox?
A CEO, not active on LinkedIn. An advisor, boldly clicks on "Select All - Accept." A shift in attitude.
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....
5 Ways to Find (and Connect with) Twitter Followers
I have spent years cultivating strong relationships with people on Twitter. Here are five ways you can use Twitter to grow and nurture your network:
Nimble Launches Relationship Intelligence for Safari, Firefox, HootSuite & Chrome
It is another big day here at Nimble! This morning we announced further additions to our Nimble Smart Contacts Everywhere strategy – The Nimble Smart Contacts Widgets for HootSuite, Chrome,...