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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 ...

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 ...

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 ...

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 ...

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 ...

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 ...

Stepping into a sales opportunity is like stepping into a boxing ring — you’ll be throwing punches and ducking and weaving. The goal is to remain focused at all costs, not lose your nerve, and engage every tactic at your disposal to win. Emotions are involved in a sale from the very beginning, even before ...

Call me slow off the mark but I’ve never jumped into the customer experience pond. For some reason I’ve not been tempted to dive bomb it and announce I’ve arrived. Instead my instinct has been to sit on the sidelines and watch its progress. Recently I’m beginning to understand why… It’s all to do with that ...