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
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
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
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
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
There seems to be the feeling (excuses) in some circles that the reasons for not starting to implement a personal social selling program are somehow tied to … Nobody else that I know is doing it My company has not given me the o.k. My boss is not leading the way Now, I normally approach
