Archive for 'Articles'

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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How I Work It – Social Selling with Mindi Rosser

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How I Work It – Social Selling with Mindi Rosser

With a grateful nod to Heinz Marketing, Lifehacker, Inc. Magazine and others who regularly publish “This is How I Work” articles, which I love to read …. welcome to “How I Work It – Social Selling”.

I try to watch and emulate others and you probably do the same. There is a lot of confusion, particularly with B2B, regarding how to ...

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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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Social Prospecting Like A B2B Pro

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Social Prospecting Like A B2B Pro

Social prospecting when done right can do wonders for your business. If you are looking to save time, energy and money, you need to start talking to the right businesses and more importantly the right people within those organizations. This can be achieved through the power of social prospecting!

Let me ask you this, have you ever received a cold email from a sales professional, who really seemed to understand you and your business’s needs? Are they reaching out at the ...

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