The Old Gray Mare, Your Sales Funnel, Ain't What She Used to Be
The sales funnel has dramatically changed because of the Internet and technology. New research from McKinsey Decision Surveys revealed consumers are moving outside of the marketing and sales funnel...
View ArticleBefore You Make That Request for a Guest Sales Blog Post
Today I received another request for a guest sales blog post. This individual was from Chicago and said he was a salesperson. He also indicated he would send me some samples of his writing. Several...
View ArticleAdd Amplification to Your Sales Strategies
Sales strategies abound in today’s B2B and B2C markets. In many instances, the larger firms are ahead of the flow when it comes to including a new sales strategy into their sales playbook. Smaller...
View ArticleTime to Fall Clean Your Marketing Toolbox
Fall is here. Now is the perfect time to clean out your marketing toolbox and refresh it for the forthcoming last quarter of this year and the first quarter of next year. So what is currently in your...
View ArticleFaith in Sales, in You and Your Solutions
A colleague of mine, Elinor Stutz, shared an article on LinkedIn Pulse in which she discussed a sales tip about commitment. She then went on to articulate numerous actions to ensure commitment. I added...
View ArticleThe Forgotten Word in Social Media
Social media has taken front and center stage in the B2B marketplace. Yet as another report, the 2016 State of Social Business, has revealed this one word – engagement – appears to be necessary in...
View ArticleHow Sales Coaching May Lead to this Unintentional Result
Sales coaching continues to grow from internal coaches, sales managers to the hiring of external coaches. Yet quite often this unintentional result happens as I was reminded by this statement made by...
View ArticleSustainable Sales Success - Tip #19 - Open Mind
Do you believe you have an open mind? If you truly desire sustainable sales success, then maybe it is time to open your mind to new ideas. One way to engage in keeping an open mind is to read at...
View ArticleHow Sales Pitches Keep the Reticular Activator on High Alert
Social media is one of the primary reasons for the increase in sales pitches. All these usually free social media channels now have conditioned sales leads to be very wary of any inbound marketing...
View ArticleTo Engage or Not to Engage, that Is the LinkedIn Quandary
LinkedIn for B2B professionals does matter. For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1...
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