May 1, 2024

Discover the secrets of painless prospecting and networking like a pro. Unique insights for turning everyday conversations into lasting relationships.

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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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December 18, 2023

I’m a voracious reader. I always have been. The best Christmas gift I ever received was a Kindle Unlimited Subscription. I mean, books are the cheapest, highest ROI investment you can make in your future and career. So with that in mind… here is my Christmas gift to you this year. The 12 best business

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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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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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June 7, 2023

Contract negotiation – the very idea can send chills down the spine of even the most hardened professional. Images of high-stakes poker games and back-alley deal-making can fill the mind. But, as the renowned negotiation expert, Christopher Voss would say, a successful contract negotiation strategy is more akin to navigating a labyrinth than engaging in

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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 Sale, I

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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, you may

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April 12, 2023

The world of sales prospecting has changed dramatically over the past decade. Traditional prospect badgering approaches to business development are giving way to digital sales strategies, especially virtual selling skills-based tactics, forcing businesses to evolve to succeed in today’s fast-paced digital landscape. This guide will provide the tactics and insights necessary to master digital sales

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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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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 have a

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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 a ton

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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.  I’ve spent

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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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March 30, 2022

All B2B content falls into one of two content classes: there is 1st-Click Content (the kind you’re most familiar with) and 2nd-Click Content, the kind most B2B marketers are not yet producing but should be, to truly arm their Sales Teams for social selling success. But not all 2nd-Click content is created equally and today

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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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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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January 26, 2022

B2B Sales leaders need to rethink how they manage their sales organizations in terms of content, data, technology, processes and people to effectively compete in today’s social distanced, hybrid work; self-servicing world. Today and in the future, the best informed bird wins the sale. Why?70% or more of buyers are conducting pre-purchase research online50% or more

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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.

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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

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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…

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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

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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

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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

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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.

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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.

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January 30, 2020

Is Patience simply a virtue or is there real profitability in a patient sales prospecting/closing approach?

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