Archive for 'Sales 101'

What Sales Managers Should Know About Social Selling

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What Sales Managers Should Know About Social Selling

In past lives, I have both been a sales manager, and I have also worked for a number of sales managers. Not all of those were created equally …

  • Some were also accomplished salespeople whereas others had never sold. I call these non-selling background managers “sales administrators”.
  • Some sales managers handled their own selling duties in addition to managing others.
  • Some were great leaders, coaches, and trainers while others … not so much.
  • Some liked salespeople while others … Hell, even those of ...
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Rebirth of the Salesman [Book Review]

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Rebirth of the Salesman [Book Review]

rebirth“Rebirth of the Salesman” (Get it on Amazon) by Cian McLoughlin effectively discusses the premise that… “The world of sales is evolving. Are you?” If you think for one minute that selling today is as simple as SOSDD, you had better think again. It’s more like “Evolve or die”.

Cian intermixes these topics with interviews with top-level buyers ...

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Why Sales Teams Should Fish in a Small Pond

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Why Sales Teams Should Fish in a Small Pond

Back in grade school my aunt emailed my Mom the pre-social media equivalent of an infographic. It included pictures of cows and their political views. There was a socialist cow with accompanying text that said, “You have 2 cows and give one to your neighbor.” There was a communist cow with text that said, “You have 2 cows. The government takes both and gives you the milk.” In total there were probably 12 of these cows. The point was to ...

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Is Less Really More? Focused Social Selling [eBook]

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Is Less Really More? Focused Social Selling [eBook]

Less really is more when it comes to social selling!Today I am pleased to announce the publication, and availability for free download, of my first eBook …  “Focused Social Selling – less really is more”. But, before I share the highlights, a little bit of the backstory might be appropriate.

Not that long ago, I had an epiphany that gradually became ...

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How I Work It – Social Selling with Barbara Giamanco

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How I Work It – Social Selling with Barbara Giamanco

Barbara GiamancoWith 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 implement social selling. Our hope is that ...

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Sales Manager Survival Guide: Lessons From Sales’ Front Lines [Book Review]

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Sales Manager Survival Guide: Lessons From Sales’ Front Lines [Book Review]

Sales Manager Survival GuideI’ll let you in on a little secret. While I am a voracious reader and seeker of knowledge, I have always struggled with actually reading books cover-to-cover and that includes the one that I myself wrote. After my book was finally published, and I had copies in my hot little hands, I never actually sat down and read it. I don’t even plan to. Must be ...

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