May 17, 2024

Imagine if you could unlock the true potential of your salesforce by understanding their unique strengths and weaknesses, then tailoring your sales training program to fit each person perfectly. Any sales director can tell you that all salespeople are not created equal. Every team has high performers, mid-performers, and low performers, driving companies to invest

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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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November 1, 2023

Unlock success in B2B gated content marketing by avoiding these 7 cardinal sins. Learn how to build trust and enhance lead quality for better ROI.

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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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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

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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,

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April 20, 2023

Introverts, rejoice! Sales prospecting doesn’t have to be a daunting task, and LinkedIn, like other social media sites, offers the perfect platform to help you build meaningful connections and leverage your introverted strengths. As a fellow introvert, I’m here to share a few practical tips that have worked for me and others in the business

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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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March 16, 2023

Networking has always been essential to growing your personal and professional brand. But for introverts like me, networking, especially the sales prospecting and nurturing variety, doesn’t sound fun. Luckily, the digital landscape offers many networking opportunities for introverts that want to connect with qualified prospects by curating and sharing high-quality digital content that your prospects

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January 18, 2023

Almost three years after the world shifted to remote and hybrid work, Zoom, Teams, and GoToMeeting continue as vital tools for agency owners and business development executives to connect with their prospects. However, presenting over these virtual presentation platforms continues to create agency business development challenges because agency teams still lack the vital virtual selling

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December 7, 2022

As we’ve discussed before, According to the WSJ, $250 million per day is wasted on bad, ineffectively designed PowerPoint Presentations. It still amazes us that companies continue to spend millions of dollars developing sales slicks, marketing campaigns, lead generation programs, etc., but spend little or nothing on the most utilized tool in their sales toolbox —

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November 2, 2022

My sons love to fish. I like to fish. The problem is, we don’t know how to fish — or better stated, we don’t know how to FIND where the fish are hanging out. And we’re not alone. There is an entire industry devoted to helping folks like us find and catch fish — charter

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October 19, 2022

At a minimum, social media, email, and texting are the new phone. They’re both inbound and outbound marketing tools to contact and communicate with sales prospects. Are they always the best phone to use for all contacts? Certainly not, but they do allow you to call more prospects in a day than you’d likely be

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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

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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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August 27, 2020

We just released a brand new 15-minute webinar specifically designed for advertising, PR and Digital agencies that want to learn how to combine my Painless Prospecting approach to building a consistent inbound pipeline of highly qualified, self-educated buyers that are pretty sure they want to hire you before you ever speak with them directly with

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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

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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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January 24, 2020

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

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