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 …
October 17, 2019
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 …
October 3, 2019
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, …
September 19, 2019
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 …
August 22, 2019
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 …
August 7, 2019
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.
...July 25, 2019
Three things that you should NEVER do in sales prospecting and three sales prospecting gems you should live daily.
...July 18, 2019
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.
...July 11, 2019
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.
...June 26, 2019
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….
...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.
...May 8, 2019
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.
...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 …
February 13, 2019
Recently I participated in an interesting discussion on the #Digital360Chat Twitter Chat hosted by Bernie Fussenegger around the idea of sales & marketing automation, specifically about automating the connection process on social media. It’s hard to really go deep on a subtopic in a Twitter Chat, so today I thought we could explore this key …
February 7, 2019
Whenever you read about Social Selling, everyone spends a lot of time talking about creating content. It makes sense, because content is at the core of a successful social selling program. But you shouldn’t be paying your salespeople to create content. Instead, teach them how to properly curate content (maybe even give them the proper …
January 30, 2019
Have you ever received a LinkedIn Cold or Warm Message like the one above? You know, where someone makes a sales ask via LinkedIn’s Messaging system either as a first or second touch? Arggg. I hate those. Folks just don’t realize that you only get one chance to make a LinkedIn impression. But beyond that, …
January 9, 2019
I read Gary’s missive this week and to be fair, I love the tactic he suggests but hate everything else about his recommendation because if you blindly follow it, you’ll fail. Let me explain. Conversations Become Customers I couldn’t agree more with Gary’s recommendation to create proximity with your sales prospects using events as a tool …
December 27, 2018
Everyone loves digital advertising for its tracking capability vs traditional advertising. It’s easier to prove digital marketing ROI vs traditional advertising because digital makes the invisible buyer visible. But is this focus on clicks causing you to miss conversions? Let’s talk about that today. You Can’t Sell To Invisible Buyers In our zeal to prove …
December 12, 2018
A few weeks ago Tom had a chance to sit down with Luke over at Toucan Advertising to talk about how ad agencies, pr agencies and frankly anyone in the consulting world, can turn conversations into customers. The podcast, Briefly, is about 30 minutes long and they covered a number of topics including: How …
November 27, 2018
Every day you find another article about some new Social Selling tip, trick or tactic to improve your sales prospecting success. So you read, follow and try. But that’s a recipe for sales prospecting failure. Everyone is asking themselves the same question – “What’s going to change in social selling or sales prospecting?” “What’s going …
November 13, 2018
Do you remember the story of The Trojan Horse? In the story, the Greeks constructed a huge wooden horse and hid a select force of men inside. The Greeks pretended to sail away and the Trojans pulled the horse into their city as a victory trophy. That night the Greek force crept out of the …
October 16, 2018
This morning I read an interesting research study indicating that 57% of B2B Marketers felt “Getting targeted prospects to engage” was their #1 challenge in generating new leads. Following closely on the heels was “Finding leads that convert” at 55%. “Finding Qualified Names,” usually considered one of the biggest challenges was a distant third at …
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 …
April 5, 2018
I don’t have time to play on Twitter, LinkedIn, or Facebook—I have sales calls to make. Ever heard that one before? It’s been the most common thing social selling trainers and social selling agencies have heard from salespeople for as long as social media has been around. And this belief is the key reason that most sales …
March 21, 2018
How do you track social selling and content marketing success in a world where 65% of all content sharing is invisible to your data analytics software? What does sales prospecting success look like? What social selling KPIs do you track and report? Here is a simple solution. Dark Social Is Growing The chart from GetSocial …
January 9, 2018
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 …
December 20, 2017
We all want the Google Juice. We’ve been told it’s the silver bullet to inbound marketing success. But we’re wrong. The only way to truly Google Proof your website, and your online marketing efforts, is Propinquity. Today we’ll talk about why propinquity marketing is a better long-term strategy vs the classic Google/Inbound strategy for most …
November 28, 2017
Do you struggle with connecting your sponsorship sales leads and attendee leads lists? Leveraging people on each to help you create qualified sales prospects for the other? If so, this post is for you. A friend of mine produces large conferences and she struggles with leveraging the folks on each list, whose colleagues present sales …
August 16, 2016
You can’t sell if you can’t persuade. We all know that. But what you probably haven’t figured out yet is that digital content is the most persuasive tool in your sales & marketing toolbox and you’re not using it correctly. In my 2014 Content Marketing World talk — Using Content as Your New Sales Force — I talked about …
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