I have spent the last several years with a very rudimentary understanding of influence and influencers. I only wish that I could be perceived as being as influential as the Kardashians or that kid on YouTube that unboxes toys and makes a gazillion dollars a year doing it. However, I’m not a celebrity. I’m a
A few years ago I created an eBook titled “Focused Social Selling – less really is more”. To be more specific, I wrote the content and then I did it with the help of my friend and mentor, Neal Schaffer, who was kind enough to write the forward and have his folks do the layout
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very
Our final post in this series will be a little bit recap and a bit more for some additional tips … Starting out Remember that this is not a race. You will need to get to know your fellow networkers, and earn their trust, prior to seeing any real returns in terms of referrals. Be
Before there was CRM (Customer Relationship Management) there were Contact Managers (CM) and good contact management practices are neither dead nor are they old-school. The CM features that I grew up with are still valid 30 years later. Social CRM (SCRM) will now allow us to leverage our social relationships as well our traditional ones. Same rules, new tools. SCRM, in my mind,
If you mention the term “ballparking”, most sales managers will first turn a fiery red and then they will melt down completely. Why? Because, if not used correctly, it is an extremely dangerous sales tactic that can often be interpreted by the customer as being some sort of a verbal quote. Always remember that, unless
