I’m like a broken record, I know. And, I’m sticking to my guns. The #1 complaint I hear from salespeople is the struggle they face to get their targeted prospects to respond to them. And there is a reason for that. Message matters. Today, more than it ever has. Yours? Same as it ever was? The struggle doesn’t have to be real. It isn’t HOW you are trying to … [Read more...] about Your Sales Message Matters
No. You don't! Sometimes I feel as if I’m living in an alternative universe where things seem so glaringly obvious to me but not to others. I think about the sales and marketing professions a lot. Sales, in particular. I listen, although that is sometimes hard to do when we have certain factions in the sales training and coaching world arguing with each other about WHO owns … [Read more...] about Another Sales Hack…Do You Need It?
With heightened buyer expectations and sellers struggling valiantly to keep up, it has never been more important to invest in your own learning and development. Why? The answer is simple. Learners are earners. Economists from the University of Padova, Italy, conducted a study a few years ago and determined that individuals who read for self-education earned 21% … [Read more...] about Learn = Earn!
Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. SalesLoft, a hometown tech success here in the ATL, launched Rainmaker in 2014. As I was putting this post together, I hopped into my time machine and zipped back to 2015 when I first attended Rainmaker and wrote about my … [Read more...] about Making it Rain in 2019!
When I began evangelizing social selling as early as 2006, the majority of sales executives just didn’t see how using tools like LinkedIn would make a real difference in terms of reaching buyers and generating leads. But as buyer behavior and expectations began to change, now not a day passes that you don’t hear about why you need to be social selling. If you are still fence … [Read more...] about Tune Up Your Social Selling Strategy
Author’s note: This article was originally published in Top Sales World’s September 2017 digital magazine. Inside sales is a popular high-growth sales model used by companies in a variety of industries. The Harvard Business Revenue reported that 46% of high-growth tech companies are growing through inside sales versus 21% using outside sales teams. The reasons for … [Read more...] about Inside Sales Rapid Growth Presents Challenges
You've probably heard that content is king (I say queen). Content is the way to start wooing your prospects in advance of sales opportunities. Every conversation related to social selling includes a focus on using content to boost your credibility as a thought leader in your field. I don’t disagree with that premise. Buyers are doing early stage research, and the use of content … [Read more...] about Should Salespeople Create Their Own Content?
With spend on social media channels expected to increase to a 20.9 percent share of marketing budgets in the next five years, according to a recent CMO Survey, the big question is if that spend investment is translating into an increase in overall business performance? The answer appears to be not so much. In a C-Suite Study conducted by IBM, they reported that almost half of … [Read more...] about The Disconnect Between Social Media Spend and Business Impact
Incorporating video into our social selling content mix makes sense on many levels, although I’m the first to admit that I didn’t do much with video until last year. Prior to that I was involved in several Google hangouts that were recorded, which I shared with my network, but I really didn’t get more serious about creating video content that I could use in a more intentional … [Read more...] about 3 Reasons to Use Video in Selling