“I don’t care how your technology works until I know what it can do for my business.” Technologies come and go. The most important decisions your customers make still are based on personal relationships. Tweets and status updates don’t take the place of real human engagement. Go ahead and use the tools, but remember you… Read More
You Don’t Have to Be a Millennial to Top the Social Media Charts
As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I still manage to leverage technology (very successfully) in my sales process. There’s a common misconception that people born before 1980 are not good with technology and don’t excel on social platforms…. Read More
You Won’t Believe What Carol Burnett Said
How do we support women in sales The incomparable Carol Burnett, in a 1969 article in Salesman’s Opportunity Magazine, said, “Tell a woman something can’t be done and watch her do it! Apply this talent to the business world and you can see how far ahead any gal is just by instinct.” I always liked Carol… Read More
You’re Living in a Warm Call Fantasy
Stop kidding yourself. You’re cold calling. Let’s set the record straight: A call is either hot or cold. There’s no such thing as a warm call, a warm email, warm social media prospecting, or even a warm knock on the door. (Yep, that still happens.). Unless your prospect expects to hear from you, your outreach… Read More
Your B2B Lead Generation Sucks … 5 Reasons Why
How to stop ignoring your best source of new revenue Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of… Read More
Your B2B Lead Generation Sucks … 5 Reasons Why
Stop ignoring your best source of new revenue Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming… Read More
Your Customers Are NOT Always Right. You’re the expert here. So prove it!
Back before the Internet and social media, clients looked to salespeople for information—about our products and services, our companies, and our industries. Not so much anymore. With a quick Google search and a little time online, our buyers can gather tons of information without ever speaking to a salesperson. Buyer 2.0 is very good at… Read More
Your Lead Gen Is Broken (Here’s How to Fix It)
Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads. Wait, wasn’t lead-gen… Read More
Your Network Is Your Net Worth
Relationships are the key to sales effectiveness. If you’re not taking time to build relationships, then you’re making the biggest sales mistake there is. Whether a business is ultrahigh tech or low tech, personal relationships have always been what seal the deal in B2B sales. There is significant research about why customers make buying decisions. Bottom… Read More