These days, when a potential customer begins the buying journey, he or she usually wants to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find?
I’ve been writing and speaking about marketing strategies and sales strategies for well over a decade. With all the discussions about how web content drives sales and marketing success, it ...
In a world of increasing scandal, with institutions playing fast and loose with the truth and people slapping “fake news” labels on content with increasing frequency, success must come from ...
1) It’s buyers who are in charge The time has passed of mystery in the sales process. “Selling” doesn’t happen anymore—it’s only buying. Since potential customers can find near perfect ...
In recent years, I’ve heard many variations on this theme: “I won’t tolerate this anymore! I’m fed up!” People simply don’t want to be sold to. We’ve all had enough ...
For people accustomed to a typically aggressive interruption style approaches, sales on social networking sites such as LinkedIn can be tricky. This is simply because online communities disdain overt commercial ...
The communications revolution in which we’re engaged has has a profound impact on how salespeople achieve success. Buyers Are Now in Charge! Today buyers often completely pass up the the ...
People don’t buy the same way anymore. We’ve had enough of unsolicited and unwanted phone calls, both at home and at work. Likewise, we hate having to comb through hundreds ...
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