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?
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
I am breaking my rule today. Typically, I keep ineptness anonymous. Today, in good conscience I cannot. I have continuously railed against the sad state of selling, which bothers me in a big way. Poor messaging. Lack of relevance for the buyer. No understanding of the buyers business. These things gnaw at me and then some. But I can think of no more serious grievousness than … [Read more...] about I AM a Customer But You Don't Know It
Anyone who knows me also knows that I am NOT a fan of cold calling. Perhaps it had its place in sales history, but I wonder. Was it ever truly successful? No one likes the process really. Not the sales people being told by management to do it, or the unsuspecting prospects who are receiving the call. Frankly, I just don’t get why there is still such a large contingent of sales … [Read more...] about Don't Get Booted from the C-Suite