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A World With No Sales Prospects

Imagine waking up one morning, the owner of a small, but growing ad agency, and finding out your entire client base just fired you within the last hour. And just to make it more fun, every sales prospect in your database... all look just like the … [Read more...]

How Do You Overcome Sales Objections To Close More Deals

In the movie Wall Street, there is a scene where Hal Holbrook's character tells Charlie Sheen’s character, “There comes a time in every man’s life when man looks in the abyss, there's nothing staring back at him. At that moment, man finds his … [Read more...]

Creating Webinars and Product Demos that Help Buyers Self-Educate and Self-Qualify

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 … [Read more...]

Aligning Marketing Automation Platforms and Content to Create Leads Sales Can’t Live Without

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 … [Read more...]

Social Selling: Why Salespeople Should Be Curating Content

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 … [Read more...]