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Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Their role is to only let those through the gate who actually have ... Read Post
Radio As a Marketing Tool For B2B Marketers and Social Listening In the digital era, brands shouldn’t write off the radio as a marketing tool – it offers the same key perk of programmatic ad buys: attribution. Paul Brenner, President of Dial Report, the only first-party data attribution and listener intelligence platform measuring the performance ... Read Post
Hiring is too important to leave to a seat-of-the-pants approach. You should have a hiring process to ensure you hire the right sales crew. A hiring process should employ a series of time-tested steps. A person within the organization should be assigned responsibility for each step and a timeframe followed. Here is a seventeen-step recommendation on ... Read Post
What’s the Top Trait of Successful Salespeople? Bias Towards Action. Make no mistake, selling is an extreme sport. 80% of your workday is actually wasted. 20% is valuable. The Pareto Principle is an inexorable universal power distribution law to fight. Assuming you’re lucky! The distribution is more likely 99 to 1 of waste to efficiency ... Read Post
Go Digital to Go Global: How to Survive in Today’s Globalization of Commerce It cannot be overstated that the adoption of technology is the only way to survive in today’s globalization of commerce. Here is a great quote that says it all: “Digital is the main reason just over half of the companies on the ... Read Post
5 Tips to Make Eye-Popping Social Media Content to Churn More Sales Leads Digital marketing is an extremely crowded marketplace today. More competing online businesses are coming up each day as we speak. They are all mostly targeting to the same customer group you are vying too. It’s also very likely that the social media ... Read Post
Learn some concrete steps you can take to avoid common sales mistakes and leverage more successful behaviors. Read Post
Understanding Sales Engineers and their Role in the Sales Force 40 years ago, sales engineers were a rarity. Now they’re a dime a dozen. Actually, I made that up! I have no idea about 40 years ago. However, I know the last decade there are a lot more sales engineers than there used to be. ... Read Post
