Archive for 'Sales 101'

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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How I Work It – Social Selling with Larry Levine

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How I Work It – Social Selling with Larry Levine

Larry LevineWith 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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3 Ways to Warm up Your Cold Calling

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3 Ways to Warm up Your Cold Calling

Making a cold call should never feel like an awkward first date – to you or the prospect.

But sadly, too often it does.

When you, as the SDR, are in a rush to meet deadlines and scrambling to close sales, your nervous urgency often comes out during your calls – quickly turning away potential prospects.

Yes, you need to close deals. And no, you don’t want to waste time on uninterested clients.

But remember, people buy from friends. By spending a few extra ...

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