Author Archive

Selling 101 – Series Introduction

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Selling 101 – Series Introduction

For the past several years, the focus of my writing has largely been devoted to social selling. Why? Because that is the hot topic and it is also what people have asked me to write about. Gives the folks what they want. I would also strongly endorse the benefits of this (r)evolution!

Social selling has brought about some dramatic changes including selling-marketing mashups as well as specialized sales positions … SDR, BDR, etc. Now, I ...

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I’m Not That Good of a Salesperson

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I’m Not That Good of a Salesperson

I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps.

As a manager (and as ...

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Leveraging Your Team to Increase Your Social Selling Sales

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Leveraging Your Team to Increase Your Social Selling Sales

It seems that sometimes we can’t see the forest for the trees. Or, maybe it is that we neglect the obvious, the people who are already around us while we diligently search for new business. Not that long ago, a member of my networking group asked during a meeting … “Does anybody know anybody who works at company X?”

While nobody present could provide an introduction, I was up at the front of the room on my laptop conducting a search ...

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The Most Painful Part of the Sales Process Is …

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The Most Painful Part of the Sales Process Is …

For the customer, at least … it’s not writing the check. It’s making the actual decision. Of course, depending on that decision, this could also hold true for the salesperson.

I’ve studied this phenomenon for years and I have applied it to myself as the buyer as well as to my customers. The simple fact is that, once the check has been written, or the decision has been made, the pain is poof gone!

On the other hand, the process of making that final ...

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2017 Social Selling App and Article Roundup #4

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2017 Social Selling App and Article Roundup #4

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out!

While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden ...

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3 Point Shot – Random Thoughts on Selling #4

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3 Point Shot – Random Thoughts on Selling #4

I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article.

All these partial posts are like annoying threads that keep popping up on the edges of my favorite worn out bell-bottom jeans. Well, I’m getting ...

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