September 28, 2021
Have you ever been at a networking event and met someone you really hit it off with, but there was just something off-putting about them that made you hesitant to work together? They had the connections, the skills, the product, the charisma…but man, their breath just stank? Now, the nice, reasonable guy in me would …
May 13, 2021
“What are the best ways to build rapport with customers or prospects during a virtual sales call or meeting?” – a great question answered in this post.
...July 30, 2020
On a recent virtual selling webinar we delivered one of the attendees asked “Do you have any suggestions on how to cut through the high-volume message clutter and information overload suffered by potential prospects?” Rather than limit my answer just to that individual, I thought I would share it with you too. So here are …
June 18, 2020
This week, the Wall St. Journal proclaimed “Business Travel Won’t Be Taking Off Soon Amid Coronavirus.” In the article, numerous CEO’s remarked they intend to maintain a smaller travel budget, field fewer face-to-face sales calls and in general, continue leveraging the efficiencies of virtual selling for the foreseeable future, if not forever. This shouldn’t come …
May 14, 2020
NEW Research strongly suggests that Social Selling and digital sales tools, which have been steadily becoming more central to successful sales prospecting over the last 10 years will continue to dominate post Covid-19 outbreak. Read More…
...May 7, 2020
Coronavirus has turned the world, especially the sales world, upside down. Traditional sales methods like face-to-face selling and in some cases, even phone sales, have been rendered pretty much useless. Increasingly sales reps are relying instead on email, social media outreach and video-conferencing. But while our tools today are somewhat different, our sales & marketing …
April 2, 2020
Are you a first time Zoom user? If you’re like any of my friends, chances are the answer to that question is YES. Or maybe your team has chosen Facetime Calls, or GoToMeeting or Google Hangouts or Skype or any host of other video calling platforms to meet during this time of social distancing. It …
March 11, 2020
Recently I ran across and interesting discussion on LinkedIn about the effectiveness of cold calls — or maybe better stated — lack of effectiveness. One comment in particular jumped out at me and really got me to thinking about a future where the cold call could again be an effective outbound sales prospecting tool. Every …
March 5, 2020
Marketing has always had its 4P’s, and now Sales has its 5P’s – a proven relationship first approach to consistently closing more deals with less work.
...February 13, 2020
Should solopreneurs, freelancers and consultants focus on becoming famous or the most noted authority in their category in order to drive future business growth?
...February 6, 2020
The single biggest mistake sales teams make today is focusing exclusively on prospects and ignoring these social agents who will introduce you to prospective customers both offline and online.
...January 30, 2020
Is Patience simply a virtue or is there real profitability in a patient sales prospecting/closing approach?
...January 24, 2020
What are the 5 most important questions to ask on a first sales call in order to write a winning proposal?
...January 2, 2020
Are you properly prepared to develop stronger interpersonal relationships with your sales prospects to improve the effectiveness of your lead nurturing?
If not, read on…
...November 21, 2019
To Sell Greatly, a salesperson has to be relationship first. And the most important skill in building strong, enduring relationships is the ability to be a good listener. Ironically, most of us are terrible listeners. It’s like we completely understand the importance of listening well, but we just can’t bring ourselves to actually do it …
October 30, 2019
How does the Millennial style of communication hold up in the world of sales, which depends so much on interpersonal relationships and the soft skills that make sales happen? More on that here.
...October 24, 2019
Every year the Content Marketing Institute publishes a seminal report on the state of the Content Marketing Industry. This year, we thought we’d share it but through the lens of sales prospecting and using content to Sell Greatly. Content Marketing Still Focused on The Top of The Funnel. Few content marketers report they use it …
October 17, 2019
Today’s post is inspired by the KSHMR, Nevve song Do Bad Well. It got me to thinking about how salespeople approach sales training today. So often, instead of trying to learn how to do good, the training just reinforces how to do bad well. Stick with me here… it will all come together. Doing Bad …
October 3, 2019
Let’s face it. Every second you spend sales prospecting that doesn’t result in a sale or the creation of a long-term Social Agent relationship is basically wasted time. So today, let’s talk about the four things you can do immediately to improve your sales prospecting success rate. Never Talk To a Stranger As a salesperson, …
September 19, 2019
What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with …
August 22, 2019
Getting and maintaining a consumers’ or sales prospects’ attention. It’s the single hardest and most important step in any sales process. So how, in a digitally centric, content overload world do you actually do it? Getting A Sales Prospect’s Attention People will take interesting calls. – David Droga Getting A Consumer’s Attention Attention spans are …
August 7, 2019
For people that wish they could Sell Greatly, here is a a simple process for quickly creating empathy-based connections with sales prospects that creates conversations that turn into customers.
...July 25, 2019
Three things that you should NEVER do in sales prospecting and three sales prospecting gems you should live daily.
...July 18, 2019
If you hate sales prospecting… making cold calls… sending cold emails… and interrupting folks in their social media inboxes… then you should read this post.
...July 11, 2019
Our 14-day Social Selling course. Each day you’ll receive a single email with one simple idea, hack, thought or insight that will transform your sales prospecting from painful to painless.
...June 26, 2019
In a world of marketing automation, artificial intelligence (AI), and mass personalization, human beings are craving connection. But you can’t mass produce connection.
But the good news is… it doesn’t have to for you to succeed in sales. Read On….
...June 6, 2019
PODCAST: Sales Prospecting Technique for people that hate sales prospecting with Tom Martin and John Jantsch.
...May 15, 2019
What if you woke up in a world without ANY sales prospects? What would you do? How would you proceed? A real life success story of a man that survived that in this post.
...May 8, 2019
When salespeople face a constant series of objections from multiple sales prospects, they can become frustrated and lost.
This post offers five simple steps to overcome that feeling and get back on track for sales success.
...April 11, 2019
Today I had the honor of presenting at ContentTech. To a packed room of senior level marketers and a few sales people, we talked about the gulf between Marketing and Sales. Specifically, what causes it and how to fix it. For most marketing teams today, their role in the sales prospecting process is all about …
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