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|0 Comments

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|0 Comments

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|0 Comments

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|0 Comments

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|0 Comments

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|0 Comments

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|0 Comments

Future of Social Selling & How It Could Impact Your Career For The Next 30 Years

I'm a huge fan of Travis Huff and his #BeReal podcast.  #BeReal podcast was the 2nd podcast I'd ever done and it was great to come back on it a few years later! Travis has had some fantastic guests and big names in social media and digital marketing... Check out his whole series... I PROMISE [...]

How You Can Use Social Media To Get Appointments With Anyone

Recently, I had the pleasure of talking with Stu Heinecke on his brilliant podcast"Contact Marketing Radio."  If you don't know Stu I would highly recommend that you check out the work he is doing using cartoons in the modern sales process.  He has a book out that is a MUST READ for sales reps as well, [...]

By | August 28th, 2016|podcast, Sales, Social Selling, Uncategorized|2 Comments