Social selling is an indispensable strategy for sales teams to identify and engage with buyers. Companies, like Microsoft, that have embraced this approach have gained a distinct competitive advantage. By implementing a social selling program, Microsoft was able to
“90% of this game is half mental.” It’s one of the most memorable quotes from the late great Yogi Berra, and like most of his fractured proverbs, it makes more sense the more you think about it. The way you mentally
Over the last decade, technology has caused a tidal wave of change in the marketing function. And that wave is now moving through sales. Inside sales is gaining traction and the demand for field sales people is on the decline. It’s now easier than ever before for companies to connect with potential
I recently met with a young entrepreneur who was in search for some words of wisdom on sales. His B2B business had long cycle time (time spent from prospecting to close). I shared with him that a lot of sales is
In business—as in life—we tend to define ourselves with a “this or that” model. You’re a social seller or a traditional salesperson. You’re in sales or marketing. You’re in new client acquisition or relationship management.
Halloween is here, that joyous time when kids go door-to-door begging for candy. Although these days, I think parents just buy each kid their own bag from the grocery store, and they sit at home with the doors locked and eat
How many people do you know at your company? The answers could range from everybody to a good few. How does the answer relate to the company size? What does that got to do with social selling? Quite a bit.
It’s interesting how many creative people encourage theft. Poet T.S. Eliot said, “Immature poets imitate, mature poets steal.” He took the essence of his quote from Oscar Wilde, who said, “Good writers borrow, great writers steal.” Playwright Samuel Becket said, “If
This is the first post in a series based on the book Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach by Linda Richardson. This series summarizes the key themes of the books and highlights best practices.
For sales professionals, social selling is at a critical stage. Given the way buyers research in the age of social media, social selling is widely recognized as the best way to prospect more efficiently, build quality relationships, and make more
Social selling is picking up momentum. Early adopters are already seeing great results. For example, Microsoft found that sales professionals with the highest Social Selling Index (SSI) scores get 34% more profile views and connect with 74% more decision makers
It’s impressive how quickly the exceptional becomes commonplace. Twenty years ago, clunky cell phones were a status symbol for the ultra-rich. Ten years ago, the most sought-after phones had slide-out keyboards for easy texting, and could take pictures about the size
Have you ever tried to pound in a nail without a hammer? It seems like plenty of household implements could get the job done. There’s the heel of a dress shoe, for example, or that spare bowling ball you have lying
There are no two ways about it – messages play a massive role in selling. Whether you are trying to gain attention, establish credibility, convey ideas, or inspire action, it’s the effectiveness of your message that almost always determines success.
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