The One Common Denominator That Streamlines Success

As I progress in my career I am always analyzing the people I encounter along the way. I am fascinated by why people talk, think, and act the way they do (positives and negatives). What separates good leaders from the bad and vice versa. I've realized there are 2 types of people in this world... [...]

By | August 30th, 2017|Leadership, Sales|Comments Off on The One Common Denominator That Streamlines Success

5 Game-Changer Social Selling Tools For Sales Pros

There is a balance of time that is necessary for sales people when engaging on social media. If unchecked, the wonderful world of social media can draw a person into a black hole and eat away time quickly. Social media engagement is essential in today’s markets, but how does one do it efficiently? And what are the [...]

By | August 30th, 2017|Sales, social media, Social Selling|Comments Off on 5 Game-Changer Social Selling Tools For Sales Pros

Why Sales Is Confused Today and What to Do About It

I spent some time asking sales reps, “What is the biggest challenge you currently face in sales?” The number one answer that came up over and over was “not enough leads.” Isn’t lead generation a marketing activity? This got me thinking, is a lack of leads a sales challenge or a marketing challenge? You can read 5 blog [...]

By | May 28th, 2017|marketing, Sales, social media, Social Selling|Comments Off on Why Sales Is Confused Today and What to Do About It

7 Key Components To Produce Social Selling ROI At Scale

Everyone is talking about “social selling,” yet a majority of B2B companies haven’t implemented any kind of process yet. Why is that? Is it because they are being pitched KPIs like more “relationships” and “this is where your buyers live,” where we can build “trust?” My guess is that executives understand all of that “jargon.” It’s [...]

By | May 28th, 2017|marketing, Sales, Social Selling|Comments Off on 7 Key Components To Produce Social Selling ROI At Scale

How Sales Can Leverage Social to Get Visible, Valuable, & Connected to Buying Committee

It’s no secret that identifying a “decision maker” is getting harder and harder these days. CEB stated, “on average, 5.4 people are involved in today’s B2B purchase decisions.” As the number of buyers involved in making a purchase decision increases, your chances of getting the sale decreases. It is more important than ever that salespeople get visible, [...]

By | March 15th, 2017|Sales, Social Selling|Comments Off on How Sales Can Leverage Social to Get Visible, Valuable, & Connected to Buying Committee

What Sales Should Be Doing with Their Time on Social Media

It’s no secret that social media is a major time suck for sales professionals. I’ll even admit that I get sucked in at times and lose major focus of my selling objectives. Just like anything, a clear goal and vision is imperative for hitting any objective. "Being in sales and having social media can either impair [...]

By | March 13th, 2017|Sales, social media, Social Selling|Comments Off on What Sales Should Be Doing with Their Time on Social Media

Do We Have Social Selling Confused With Sales Innovation?

Over the past three years, the term “social selling” has been very controversial, mainly because there are so many definitions or perceptions of what “social selling” is or what it achieves. It’s no secret that digital is transforming the way B2B sales happens. It’s affecting the buyer, seller, customer service, and everyone inside of the organization. I’ve [...]

By | March 6th, 2017|podcast, Sales, Social Selling|Comments Off on Do We Have Social Selling Confused With Sales Innovation?

The Role Content Plays In Your Sales Process

Recently, I had the chance to go on the Allbound podcast with Jen Spencer and talk about the role that content plays in the modern sales process. I'm a huge fan of Jen and all of the amazing work she has done with Allbound's marketing in such a short period of time. They understand marketing [...]

By | March 6th, 2017|podcast, Sales, Social Selling|Comments Off on The Role Content Plays In Your Sales Process

The Hard Truth About Building Your Personal Brand The Right Way

This was my third time doing the Salesman.red podcast and it's more fun each and every time.  Will Barron took this one a different direction and didn't ask me any questions about social selling... We talked about personal branding and whether or not it's worth it for sales reps to invest the time. If you [...]

By | September 9th, 2016|Sales, social media, Social Selling|1 Comment

The Only 3 Areas Every “Social Sales” Rep Should Be Focused On Daily

Focus is the toughest part in sales... That's why every "Social Sales" rep has to be heavily focused on the right activities daily. Sometimes, simplicity is the easiest way to tell the story around the real value of change. It’s no secret that sales reps in today’s selling landscape need to get the competitive advantage anyway [...]

By | September 4th, 2016|Sales, social media, Social Selling|Comments Off on The Only 3 Areas Every “Social Sales” Rep Should Be Focused On Daily