In the iconic movie classic, Field of Dreams, Ray Kinsella hears a voice that insists that “If you build it, he will come.” Acting on instinct, Ray builds a baseball field in his backyard Iowa cornfield. As we find out much later in the movie, the calling Ray felt had bigger implications than just the appearance of “Shoeless” Joe Jackson and the 1919 Chicago White Sox who … [Read more...] about Getting on First with Buyers
For important reasons, today’s post is longer than normal, and I hope you will take time to read through to the end. Your comments are also appreciated! Since today is SocialTech Tuesday, it seems appropriate to jump into a controversy that has ignited a firestorm of angry discussion among LinkedIn members. Many people are incensed over a new LinkedIn policy introduced (very … [Read more...] about SocialTech Tuesday: Have You Been SWAM'd?
The promise of CRM systems is that when sales organizations implement them, revenue will increase, right? My own experience as a corporate sales manager when CRM systems were first being rolled out told me that nothing could be farther from the truth. But by now, you might be thinking that things have changed. Well, not so much. I just finished reading a white paper from CSO … [Read more...] about CRM Won't Solve Your Revenue Problem
I so love LinkedIn! This amazing business networking site boasts an impressive 65M+ user base and climbing. Roughly 65% of LinkedIn's users are tagged as key decision makers, which is sales code for...they can buy from you! That, in and of itself, is a HUGE reason for you to use LinkedIn as a sales relationship tool that becomes a part of your natural sales/networking process. … [Read more...] about What's Your Social Voice?
Yesterday, Dawn Gartin, a colleague in my LinkedIn network, posed a great question asking what people thought their profile picture did or didn't do for them. I love the question, because it comes up in every social sales training that I deliver. Some will debate that the picture doesn't matter or argue that it could create bias in advance. To the first point...well, yes, I … [Read more...] about What's In a Picture?