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Check out our fun infographic, inspired by Roy Osing, author of the BE DiFFERENT or be dead Book Series. Roy has a great point to share — that success isn’t elegant and is not the result of a formula. No, doing anything worthwhile can be messy (as any parent knows)! Things don’t often go as ...

With social selling, intelligent social research allows you to effectively target the right organizations and engage people at the right time with insight and context. Social research enables you to create a hypothesis of value and an engagement strategy to overcome the competition (including ‘do nothing’ / status quo competition). Research and planning is how ...

Today we’re very pleased to announce the launch of our integration with Right On Interactive. The app is now available in our Apps Marketplace. Right On Interactive is a Customer Lifecycle Marketing software provider.  They are focused on helping companies win, keep, and grow customers for life. The software automates the concept of Customer Lifecycle ...

Get ready for a rant about bad sales practices. I am on a tear to protest the wasteful, ineffective, and unqualified pitch emails — apparently mass blasts — from salespeople who (I can only surmise) must be trying to avoid a phone call. These emails always request an appointment or a demo — almost always ...

As a sales professional with many years under my belt, I’m always looking to learn more about my chosen career. Sometimes, those lessons come at the most unexpected times from the most unexpected sources. Enter my encounter with a lovely young lady who made me seem like a novice salesperson: a preteen Girl Scout I ...

You’ve just finished up an interview, congratulations! If you’re the hiring manager, you will expect a “thank you” email from your interviewee. Here’s what this important follow-up task should accomplish — relevancy and impact. Is the candidate thoughtful? Clear? Focused on the right things? Here’s how interviewees can tackle the post-interview “thank you” email: First ...

Recently, one of my clients, the CEO of a division of Logitech (the mouse people), proudly announced that he had made only two of what I consider to be the seven fatal mistakes people make when they’re working to grow their sales. What about you? Whether you’re a solo entrepreneur, the owner of a small ...

When I speak to audiences of sales professionals and ask, “How many of you sell value versus price?” everyone raises their hand. But my next question “So how do you do that?” is frequently followed by an uncomfortable silence. Many consider themselves to be value sellers but few are able to articulate what that really ...