Very early on in my selling career I was taught what people buy (benefits) and when people buy (when an emotional decision is made). What nobody told me was … How do individual people buy? What process do they go through? Why do they buy in the first place? Yes, the fact that the product or
Social networks are very much like communities. Once you move in you can choose to either get out and meet your new neighbors or you can decide to be the “odd family” that never ventures past their front door. In the world of social media, there are tons of neighborhoods to choose from and you
Never in my 35+ years of B2B selling has the “professional salesperson” bar been set so low. While that is a very discouraging state of affairs, for those of us who are in sales and at least have a pulse … we have an outstanding opportunity to really stick out in a crowd. All you
I’m a huge fan of LinkedIn but lately some of their moves are leaving me scratching my head. While I’m likely to piss off a few people here, pleasing people has never been one of my top priorities. Sometimes one of the nicest things that you can do for somebody is to be honest with
When I first began my research into this new thing called social media (social sales), I heard the same phrases over and over: “Social media is a huge time suck!” “Social media is like a black hole. Once you get sucked in, you’ll never get out!” Well now, that’s a problem. As a salesperson, I
I speak with a lot of B2B salespeople every week who are either not using LinkedIn for social sales or who are not getting the results that they had expected with this platform. Then there are those who, with their 500+ connections, feel that they are doing just fine. “After all, I have a whole
