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 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 …
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.
...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 …
September 24, 2013
To find and acquire self-educating, invisible buyers your company needs to set aside your traditional funnel based sales mentality and sales prospecting tools and augment your current approach with social selling. Instead of seeing your selling process as a funnel to be filled at the top with unqualified prospects, picture it instead as a radar …
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