Much of the discussion revolving around social sales talks about how you can leverage social media to increase your selling effectiveness. This is predicated on the formula … I’m on LinkedIn + he’s on LinkedIn = sale (b.t.w., it’s not that simple). What if your prospects are not on LinkedIn, or Twitter, or Facebook, or … nothin’?
The nice folks over at Salesforce Canada reached out to me recently with a really great article on building strong B2B relationships and asked if I might wish to feature it, and the graphic below, on this site. Being Canadian, how could I refuse! Read the full article by following this link. While the post focuses
Before I begin, I would like to take a moment to thank Craig Jamieson for the opportunity to guest blog on this site. We follow his blog regularly and have heard great things about his sales training program. The old saying goes… time is money, but your time is also limited. A win-win deal that
Or, are you too afraid to ask? That’s a bit of a loaded question. A lot of salespeople I know are either too afraid to ask their customers how they are doing, are too afraid of the answer, or see little to no benefit in doing so. Sad on all three counts. So, how would
By now you should have begun your program of progressive engagement, timed by your recurring reminders and/or appropriate opportunities, with your classified contacts. A few things to keep in mind … You are in this for the long-haul and breaking into any new account takes time. Maintaining existing accounts requires your consistent effort. Your goal
Is This a Sales Pipeline or a Pipe Dream?
When I first began my career in B2B sales, and this was with a national company, we were not even asked to do forecasts. We were expected to write business at or above of our assigned quotas. Simple. Emphasis was placed on the word write. Written business was what was used to determine whether or
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