Raise your hand if you’ve heard any of these statements over the last 2 years: “67% of the buyer’s journey is now done digitally.” -SiriusDecisions “57% of the buyer’s journey is complete before a customer’s first contact with a supplier.” -Corporate Executive Board (CEB) “On average, prospective buyers in B2B settings have completed 57% of ... Read Post

Editor’s Note: Today we post Chapter 6 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. Did you know there is something called “Like farming”?  You’ve probably seen the ads that promise hundreds of Facebook Likes or thousands of “real” Twitter followers for a small fee. ... Read Post

One of my mentors is fond of saying, “Big changes in diet and exercise don’t change your life, they change your moment. Little changes executed every single day will change your life.” The same thing is true for selling. Brand new brochures, a re-done website, a new offer or package will have an impact on ... Read Post

The status quo must change. It’s time to move from spreadsheets to sanity. Sales organizations have long struggled with ways to systematize their business– to track and manage everything effectively — all in one place. In a digital world, this is more complex than ever. With this release, you now have a way to completely ... Read Post

Imagine, if you will, a company with different business units, a multitude of social media accounts, uncoordinated content efforts, and varying degrees of engagement. Frankly, you should not have to imagine such a company because they are quite common. Many organizations start small with social media and then different teams or business areas branch out ... Read Post

No matter how experienced a salesperson may be, there’s always some hesitancy about the sales call or meeting. Yes, the prospect has agreed to take the meeting, but how do you keep the participants engaged and focused? The call might be in-person or it might be remote and distributed. You want to set a specific ... Read Post

Social Publishing: Writing original content and publishing insights, opinions and valuable information to attract customers and evidence credibility and value. Whether you’re looking for your next role or seeking an appointment with the CXO of a target prospect; you need to show your value online to earn a conversation. This is because the majority of ... Read Post

Sometimes, communication between you and a friend, hiring manager, prospect, or client just stops. Crickets….You try to get in touch — still nothing. It’s mysterious and troubling. You do have choices, though, on how to respond. Was It Something I Did? The usual reaction is to second-guess yourself and analyze what you might have done ... Read Post