Social Selling

By Vernon Niven | Tips, tricks and knowledge for the modern sales professional.

3 Reasons Why Salespeople Lose Deals

Salespeople can lose deals for many reasons, starting with tripping all over themselves on social media trying to short-cut the sales process by …

Harvard Business Review

3 Free Tools to Understand Your Audience and Quickly Grow Sales

Technology is a massively important tool for growing your company. Here are three services that will help you better understand your audience so you can easily boost sales.

Editor's note: "The First 90 Days" is a series about how to make 2016 a year of breakout growth for your business. Let us know

Business Intelligence

A Very Simple Example of a Cold Outreach Email That Worked

There have been numerous blog posts about how to execute cold outreach. There are a variety of variations, but to sum up all the good ones – be …


Is Content Marketing a Viable Lead Generation Tactic?

Hi, I’m Josh. I’m a content marketer and proud to be one.

Content marketing is unique among marketing tactics. It aims to accomplish business goals by …

Top 10 Alternatives to Salesforce CRM

If you want a nimble cloud-based CRM that is easy to use and can be up and running in no time, check out these 10 great alternatives to Salesforce …


5 Things Smart Sales Managers Do to Hire Great Sales Reps

Stuck with underperforming sales reps? Use these five tips to help you weed through your stack of rsums and acquire premium sales talent.

Many companies are telling me that they are having a difficult time hiring really good salespeople. As the market continues to change, good salespeople are going …

Why Don’t They Return Your Voice Mail?

By Jeff Beals

As I was standing outside the studio waiting for my daughter’s dance class to end, I was doing what I always do when waiting – reading …


How You Can Learn the #1 Persuasion Technique of FBI Hostage Negotiators

FBI Hostage negotiators know how to listen and this is the secret to connecting with people.

We’ve all been told we could be better listeners and that listening is important. But what does that really mean and how do we do it?

Let’s round up the research…

Why It’s Important

Nobody likes a …


Matt’s App of the Week: SproutSocial

This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales,


Urgency in Sales Onboarding

Do you recall the old adage, “when it comes to breakfast, the Chicken is involved, but the Pig is committed?” That reminds me of sending my new hires …

Boot Camp

Top B2B Sales And Marketing Trends To Watch For In 2016 [Infographic]

We’re one month into 2016 and certain themes for B2B sales and marketing teams are already emerging. With insights from top research firms such as …

Ask the Expert: Jack Kosakowski on Finding Opportunities in Your Social Network | Sales Solutions Blog

If you need to build your personal brand to boost your social selling efforts, Jack Kosakowski is the man with the plan. In addition to his sales …


Do B2Bs Know Their Target Market?

Many B2B companies embark on sales and marketing efforts with nothing short of a shotgun approach to the market. Understanding your specific target

Target Market

So You Just Purchased LinkedIn Sales Navigator. Now What?

If you or your company has made the strategic decision to implement LinkedIn Sales Navigator, it’s time to start thinking about adoption and usage. …

Ten Ways Salespeople Can Crush Social Selling

Social selling techniques and activities will help you drastically improve and warm up connections, emails, LinkedIn InMails, Twitter DMs, videos, …

Online Life

Why B2B SaaS Sales Is Way More B2C Than You Think

Happy end users are the key to long-term success.

If you ask sales professionals why a contract fell through or a deal unraveled, they'll often respond with these typical answers:

1. We couldn't get executive approval.

2. There was an issue with change management.

3. There wasn't proper …


Mapping Your Content to the Buyer's Journey

Map your new or existing content to the buyer's journey using 3 key qualities: persona questions, content format, and buzzwords used.

Content Marketing

How to Research and Locate Your Audience Using Social Media

Are you struggling to connect with your customers on social networks? Do you know where they hang out online? To optimize your social media marketing …


Improve Social Selling with These Top Tools and Platforms

Back in 2011, Goggle introduced the “Zero Moment of Truth” (ZMOT), the exact moment that a consumer, whether a business (B2B) or individual (B2C) …

Social Media

Social Selling Strategy: 8 Steps to Build a Winning Social Selling Program

Social selling is definitely a vibrant buzzword in the 2015 business world. Businesses, large and small, are trying to jump on the social selling …


The State Of Social Selling In 2016 [Infographic]

Social selling continues to be one of the rising stars of the sales industry, with a growing number of businesses - large and small - looking to …


3 Simple Ways Sales Managers Can Help Their Team Establish a Social Selling Routine

Here’s a weird question: Do you have to train your sales team to brush their teeth every morning?

Hopefully not. For most of us, teeth brushing is …


The Impact of Big Data on Social Media Marketing Strategies

The amount of information now available to crunch and parse in the service of analyzing absolutely anything is massive—and growing every second. In …

Big Data

Twitter: The Most Important Social Network for Business

4 days ago, a 15-year old high school Freshman from the middle of nowhere Mississippi found himself with a day off from school for Martin Luther King …


How to use social media at every stage of the sales funnel

Thinking of social media as part of the phrase ‘social media marketing’ is an unduly limited way to approach it. Many customers are using social …


17 Habits to Become a More Effective Salesperson

When I heard that a sales team went from less than 80% quota to 105% quota in one day, I got curious. What makes for an effective salesperson?

Sales Managers - What Do You Do When the Market Goes Soft?

Sales Managers – What Do You Do When the Market Goes Soft?

by Jeff Shore
In this current schizophrenic marketplace it is difficult to predict what …

8 Secrets of Perfect LinkedIn Headshots

First impressions are everything. Here's how to make them count.

Like it or not, your LinkedIn profile picture functions a lot like your cover letter. It's what your prospective employers are looking at as they form their first impressions of you. It's time to confront an unpleasant truth: …