Recent Posts

4 Ways Managers Can Better Empower Their Sales Team

4 Ways Managers Can Better Empower Their Sales Team

It’s more important than ever for business leaders of today to empower their employees. Setting them up for success is all about allowing for collaboration and engagement, and abandoning the “command-and-control” management style of old. This idea is the focus of Dan Pontefract’s title, Flat Army: Creating a Connected and... Read More»

LinkedIn Selling for Small Business Owners

LinkedIn Selling for Small Business Owners

Last year, I presented at a gathering of 50 small business owners and leaders. Most were younger than me. When I asked them about social selling, such as how many had LinkedIn profiles, less than a third did. When I asked how many of those had been on LinkedIn in... Read More»

9 Top Priorities For B2B Sales Leaders

9 Top Priorities For B2B Sales Leaders

Clearly, priority number one for the VP of Sales or Chief Revenue Officer is to make the number. As we move along in 2014, how are you doing on that goal? To meet and exceed your goals, you need a plan that will get you there, and a focus on... Read More»

Don’t Sell The Way You Buy

Don’t Sell The Way You Buy

Empathy in sales is great. Except when you take it too far and assume your prospects approach buying decisions the same way you do. I was concluding a training session that I was delivering in Florida for a national association. As I brought the program to its natural conclusion, I... Read More»

Why Twitter Lists Should Be Your #1 Resource for Social Selling

Why Twitter Lists Should Be Your #1 Resource for Social Selling

Twitter Lists are arguably the most underutilized feature on Twitter. When it comes to social selling, they are unquestionably a tremendous asset that too few marketers and salesmen leverage. For starters, a Twitter List allows you to organize a specific subset of prospects and subsequently follow their tweet activity, just... Read More»

5 Best Practices for Increasing Sales with Live Chat Software

5 Best Practices for Increasing Sales with Live Chat Software

There are hundreds of live chat programs on the market – each one claiming that they’re the easiest, most affordable, and most-used services on the web. But what does that mean for your customers? As a business owner, you need to be able to translate live chat conversations into measurable... Read More»

The Quick Social Media Guide to Event Planning

The Quick Social Media Guide to Event Planning

Putting on a conference or an event isn’t easy. It is a lot of hard work and dedication. Until recently, marketing centered on cultivating targeted lists and relying on speakers to entice attendees to come and hear them speak. Marketing relied heavily on other people selling an event that you... Read More»

How Whatsapp and Text Messages are Being Used for Sales, Marketing

How Whatsapp and Text Messages are Being Used for Sales, Marketing

Facebook recently dropped $19 billion (thats a nineteen followed by nine zeros) to acquire WhatsApp, a popular instant messaging service. The WhatsApp purchase left many industry watchers scratching their heads, until they realized that the service reaches approximately 450 million active users (with about a million new users being added... Read More»

How Lack of Time Management is Killing Your Sales

How Lack of Time Management is Killing Your Sales

Salespeople are quick to say that they don’t have time. I’ve heard far too many salespeople complain about how they could sell far more if only their time wasn’t wasted on so many stupid activities. The problem is they’re only making an excuse for their own ineptitude. First, let’s accept... Read More»

FREE E-BOOK: 3 Ways Small Businesses Can Benefit from CRM

FREE E-BOOK: 3 Ways Small Businesses Can Benefit from CRM

If you want your small business to grow and thrive, it’s important to take advantage of the tools and technologies that set you up for success. A CRM (short for customer relationship management) system simply manages most of your critical customer information so you can see it in one place.... Read More»