How To Win More Deals With Better Sales Prospecting Automation

Recently I participated in an interesting discussion on the #Digital360Chat Twitter Chat hosted by Bernie Fussenegger around the idea of sales & marketing automation, specifically about automating the connection process on social media. It's hard … [Read more...]

Social Selling: Why Salespeople Should Be Curating Content

Whenever you read about Social Selling, everyone spends a lot of time talking about creating content. It makes sense, because content is at the core of a successful social selling program. But you shouldn't be paying your salespeople to create … [Read more...]

Are You Reaching or Connecting With Your Sales Prospects?

Have you ever received a LinkedIn Cold or Warm Message like the one above? You know, where someone makes a sales ask via LinkedIn's Messaging system either as a first or second touch? Arggg. I hate those. Folks just don't realize that you only get … [Read more...]

Why Gary V’s Best B2B Marketing Strategy for 2019 is WRONG

I read Gary’s missive this week and to be fair, I love the tactic he suggests but hate everything else about his recommendation because if you blindly follow it, you’ll fail. Let me explain. Conversations Become Customers I couldn’t agree more with … [Read more...]

Should You Invest In Digital or Traditional Advertising for Generating Sales?

Everyone loves digital advertising for its tracking capability vs traditional advertising. It’s easier to prove digital marketing ROI vs traditional advertising because digital makes the invisible buyer visible. But is this focus on clicks causing … [Read more...]