“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.
...There is a dangerous dogma that has infiltrated digital sales and marketing thought. One that if left unchecked, will cause numerous content marketing and lead generation programs to fail. Yet, as you read posts penned by lead generation agencies and lead generation thought leaders, listen to popular podcasts or attend demand gen conference sessions, you …
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 …
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, …
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 …
Prince wasn’t just a great singer, he was also a great sales prospecting philosopher. Don’t believe me? Let’s look at two of his songs and how he contrasts the painful traditional ad agency business development process vs a painless prospecting process preferred by agencies like Converse Digital. Traditional RFP Based Business Development Are you familiar …
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 …
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.
...Three things that you should NEVER do in sales prospecting and three sales prospecting gems you should live daily.
...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.
...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.
...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….
...PODCAST: Sales Prospecting Technique for people that hate sales prospecting with Tom Martin and John Jantsch.
...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.
...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.
...WARNING: If you are of the mindset that all prospects are leads, you’ll probably disagree with what I’m about to say.  I’m a huge fan of online product demos and webinars because they let me easily self-educate about a product or service I’m considering. And as a business, you should love these tools as …
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 …
What do you do when you’re in the car, or on the treadmill? Maybe you make phone calls or listen to the radio. These days, a lot of people are finding new audio entertainment in the form of podcasts. In fact, podcasting has exploded. The latest stats report over 600,000 podcasts are available and over …
Have you ever woken up one day with zero sales prospects in your sales funnel? I have. It was a pretty horrific day. Thankfully, I was able to fix the problem in under 48 hours because I focused on connecting vs converting. Today, let’s talk about what you can learn from my experience. A Day …
How often do you make a purchase that you don’t fully understand? I know I do all the time. If my house needs a new roof, I have to hire roofers who will provide the materials and complete the installation. But I know nothing about roofing! How do I make an informed decision about who …