Background – My “Focused Social Selling” article series details my conviction that certain steps should be taken in order to make social selling dramatically more effective. More than ever, I am convinced that it will be proven to be accurate. My premise is that fewer and better connections, when engaged personally and consistently, will yield
The inspiration for this post actually came from one of our NetWorks! Boise Valley members who was struggling with his decision whether or not to remain with his group. I’ve heard the arguments (excuses) many times before . “I’m just not getting enough out of the group” or “The people in the group are not
As the CEO of KiteDesk, I am fortunate to be able to see firsthand how Sales Development Teams build their outbound prospecting workflows. Since this lead generation practice is literally the tip of the sales funnel spear, it is critically important that organizations ensure that each step in their outbound process is thoroughly analyzed and
Or, is is “who or what”? A while back I wrote an article about some of the changes that we are presently seeing in buyer behavior … “Salespeople! Your Customer is Now Driving the Bus!” Another shift that has been getting a lot of talk as of late is the contention that customers no longer
The Social Sales Backlash
I’ve read a number of articles as of late that have been coming out against social sales. Adjectives like … buzzword, overused, cliché, and broken promises. Opinions stating that it really is marketing and not sales (the lines have blurred) and that the hype far exceeds the results. These statements are coming from sales professionals. Smart salespeople whose opinions
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