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

Read More

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

Read More

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

Read More

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.

...
Read More

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.

...
Read More

January 24, 2020

What are the 5 most important questions to ask on a first sales call in order to write a winning proposal?

...
Read More

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…

...
Read More

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.

...
Read More

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

Read More

April 25, 2018

Social Selling, like most things in life, is a marathon, not a sprint and you should act accordingly. Social Selling Techniques are about making an investment today that will generate sales in the next month, quarter or year. But for companies or people just starting out, let’s talk about how to begin and where should

Read More

March 7, 2018

Let me show you an example of how this might work, using Chapter 14, of my book, The Invisible Sale, “Creating Text-Based Content.” Chapter 14 easily deconstructs into multiple individual blog posts. One blog post idea is to repurpose the “Talking vs Typing” section into a blog post titled “How to Use Voice-to-Text Transcription Software

Read More