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Is My World Being Disrupted?
“It’s not enough to know that a threat is coming. You need to know whether it’s coming right for you” The work of Clayton M. Christensen and Maxwell Wessel as presented in the December issue of Harvard...
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Role of Customer Success
Social media is giving your client a voice that can be heard across the world. It is because of that voice, customer success can no longer be an empty promise, it has to be a solidified program in...
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Value of Tradeshows
A creative sales enablement idea How to maximize investment in a major trade show? I recently stumbled on this super simple and cost effective use-case and wanted to share this with you. Click on the...
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Value of Business Meetings
When I started my sales career I was told I’d better practice my golf swing, as a 4 hour afternoon golf outing was the norm ‘to do business’. Over the years this vanished, together with the 2 hour...
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Social Selling Lessons From The Mall
People that visit your store to use the bathroom aren’t leads. Think of your B2B company as having a store in a mall. The mall is called Facebook or LinkedIn with your store being your corporate page...
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Is Sales A People Business?
I have always been a strong believer in people doing business with people. Yet I see sales professionals being replaced by an online experience, at a staggering pace, where the recommendation of a...
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Value of Presentations
Attending, preparing, and giving presentations is a critical part of doing business. The big question is, what is the outcome of your presentations? How many presentations lead to measurable results?...
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The Social Selling Campaign
Why do we need a social selling? Prospective buyers identify problems, discover needs, and create a list of prospective solutions online, long before you get the call. They breeze through this based...
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Irresistible Sales Experience
How to create an infectious, and irresistible, sales experience? Over the past ten years, Dan Adams and I, experienced each in very different industries such as, medical, pharmaceutical, and media...
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What’s Your Story?
Maureen and I have been together for 26 years. Let me clarify, we have been together since we were 16 and 17. This is uncommon these days, and so we are often asked what the secret is to a...
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Rise of a New Hero
Don’t confuse installing with selling!? In the realm of sales, successful sales people were seen as those who could “sell ice to an Eskimo”, their names were whispered, they became known as...
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Strategy for the SDR AE team
A common request from account executives (AEs), and sales development reps (SDRs, BDRs) is “What can we do together as an SDR/AE team to get better, and help our clients.” Whoever asked give that...
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