May 17, 2024

Imagine if you could unlock the true potential of your salesforce by understanding their unique strengths and weaknesses, then tailoring your sales training program to fit each person perfectly. Any sales director can tell you that all salespeople are not created equal. Every team has high performers, mid-performers, and low performers, driving companies to invest

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April 16, 2024

Learn how active listening can revolutionize your sales techniques and boost business development success.

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April 2, 2024

A Referred Client Prospect left you a message indicating that one of your clients or friends, whom we’ll call a Referral Agent, suggested they should contact you. They may or may not reveal the reasoning behind the need to chat; usually, I find they don’t. Instead, they leave a phone number and a short message

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November 1, 2023

Unlock success in B2B gated content marketing by avoiding these 7 cardinal sins. Learn how to build trust and enhance lead quality for better ROI.

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October 18, 2023

Learn how to identify the best time to stop pursuing a lead that is unlikely to convert to maximize your business development efforts.

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October 5, 2023

Unlock the psychology behind effective freelancer pricing strategies. Learn about the anchoring effect, loss aversion, and perceived value to set rates that attract loyal clients.

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August 16, 2023

The human brain analyzes 11 million information inputs every second hence, why every moment of attention is a gift. We’ve all heard that the human attention span is now shorter than a goldfish (total BS, by the way, and here is the proof). Still, the truth is that humans today are overwhelmed with information, inputs,

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June 14, 2023

Embarking on negotiations is akin to stepping onto the dance floor. It requires finesse, intuition, and a deep understanding of the steps that lead to a dancing-with-the-stars quality performance. Welcome to Part II of my contract negotiation tactics and strategies series. If you missed Part I, Contract Negotiation Strategies: The Science Of Getting What You

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May 17, 2023

The Importance of Effective Networking Strategies  You’ve probably heard it a thousand times: networking is crucial. But have you ever taken a minute to ask yourself why? Simply put, if you’re not constantly networking, you’re limiting your reach, your opportunities, and your potential growth. People who fail to “keep in touch” often find themselves feeling

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May 9, 2023

I recently listened to Barbara Winters, VP and principal analyst at Forrester, to discuss how Gen Z and Millennial B2B Buyers are reshaping the buying process and what companies should do to succeed with these buyers. And what she had to say, kind of blew me away. Honestly. Here’s why. When I wrote The Invisible

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May 3, 2023

Today’s post is the final installment of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, or the second post, How To Leverage Content Marketing Strategies On LinkedIn To Attract Qualified Prospects, feel free to read those before continuing on to today’s post, Introvert-Friendly LinkedIn

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April 26, 2023

Today’s post is the second part of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, feel free to read it before continuing on to today’s post, LinkedIn Content Marketing Strategies for Introverts. It’s ok, I’ll wait .   As an introverted business development professional,

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April 20, 2023

Introverts, rejoice! Sales prospecting doesn’t have to be a daunting task, and LinkedIn, like other social media sites, offers the perfect platform to help you build meaningful connections and leverage your introverted strengths. As a fellow introvert, I’m here to share a few practical tips that have worked for me and others in the business

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April 4, 2023

As a business development professional, your PowerPoint presentations should communicate more than just information. They should aid your efforts to build a trust-based relationship with your prospects. Only some salespeople have ever been taught how to design a PowerPoint pitch deck that not only delivers information but also fosters a genuine connection with their audience.

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March 16, 2023

Networking has always been essential to growing your personal and professional brand. But for introverts like me, networking, especially the sales prospecting and nurturing variety, doesn’t sound fun. Luckily, the digital landscape offers many networking opportunities for introverts that want to connect with qualified prospects by curating and sharing high-quality digital content that your prospects

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March 1, 2023

In business development pitches, the right messaging combined with an effectively designed PowerPoint deck can make all the difference in closing a deal. But with so much competition and noise in the market, it can be challenging to differentiate yourself from the competition and connect with your best prospects.   However, a recent Corporate Vision

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November 2, 2022

My sons love to fish. I like to fish. The problem is, we don’t know how to fish — or better stated, we don’t know how to FIND where the fish are hanging out. And we’re not alone. There is an entire industry devoted to helping folks like us find and catch fish — charter

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October 19, 2022

At a minimum, social media, email, and texting are the new phone. They’re both inbound and outbound marketing tools to contact and communicate with sales prospects. Are they always the best phone to use for all contacts? Certainly not, but they do allow you to call more prospects in a day than you’d likely be

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August 31, 2022

Getting and maintaining a sales prospect’s attention is often the single hardest yet most important step in any sales process — but especially a virtual selling process. Traditionally, salespeople have simply bought prospects’ attention with free lunches, dinners, or drinks. Or maybe an invite to a ballgame or other event helped them achieve access. But in

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August 17, 2022

Competitive differentiation is crucial to delivering compelling sales pitches that close quickly and generate higher margins. When sales prospects view you, your organization, and your product or service as something extraordinary—and not just a commodity — you can avoid price concessions as your primary tool to win more business.    Suppose you’re lucky enough to

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July 20, 2022

A few months ago, we published, How To Sell Your Agency’s Services Even When You Hate Selling, where I shared a 5-Step process to enable any advertising, public relations or digital agency owner or business development director to immediately sell more effectively AND actually enjoy it.    Over the last few months I have had

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July 6, 2022

Let’s face it. When you’re a solopreneur, every minute you spend chasing a new client, customer, or sale that doesn’t convert is wasted. You’ll never get that minute back, you can’t use it to chase down another sales prospect that will convert and you can’t sell that time to any existing customers or clients.   

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June 8, 2022

The Problem: Research shows that worldwide B2B buyers are increasingly moving towards DIY buying processes that eliminate the salesperson entirely. In a Gartner Research pre-pandemic survey of 750 B2B customer stakeholders involved in complex “solutions” purchases within their organization, customers reported spending only 17% of their total buying time interacting directly with supplier sales teams.

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May 11, 2022

With virtual selling becoming the norm vs the exception, it’s never been more important to understand how to leverage digital channels like email to nurture at scale. However, a quick Google search for “best sales nurturing email templates” quickly reveals a glaring issue in every nurturing template you’ll find — none of them are truly

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April 13, 2022

Do you long for the old days — where all of your major pitch meetings were held face-to-face vs being forced to present your team’s pitch deck via a Zoom Call? I don’t blame you, since we all know research shows it’s easier to make a good first impression via a face-to-face presentation than a

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April 6, 2022

They say you only get one chance to make a first impression. And in the world of virtual sales prospecting, the punishment for failing to make a good first impression could just end up eliminating your ability to communicate with the person you’re trying to connect with forever. So, let’s talk about how to make

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March 23, 2022

If you’re a solopreneur, freelancer, or independent consultant, every minute of every day that you spend chasing business that doesn’t convert is wasted. Regardless of how you actually bill for your services, at the end of the day, you sell your time. And those minutes you spent chasing business that didn’t convert into a new

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March 16, 2022

Every day I hear B2B Marketers, B2B Sales Directors, and a host of C-Level folks repeating the same old undisputed law of B2B Social Media Marketing — LinkedIn is THE B2B social media platform. 🤦‍♂️ In some cases, their opinions are based on a simple fact: LinkedIn is the business social media platform, therefore, it’s

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March 2, 2022

What’s Happening: the Covid-19 Pandemic has fundamentally changed the world of sales prospecting — likely forever.   A McKinsey survey found 70-80% of B2B decision-makers say they prefer remote interactions to in-person. Hence, video calls, emails, chats, and social media conversations are replacing lunches, dinners, drinks, and other forms of in-person entertainment as a salesperson’s primary

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February 23, 2022

Is there anything worse than a boring PowerPoint presentation? Actually, yes, a poorly designed one. And according to Microsoft, it’s costing companies big.

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