Social Selling

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

The Eisenhower Matrix for Sales

Imagine four quadrants. The bottom right quadrant is full of things you do that are not important, and they are not urgent. The bottom left quadrant …

Time Management

9 Things That Make You Look Smarter, According to Science

These subtle cues can give you an advantage just about any time you want to look more intelligent.<p>We'd all like to be smarter and more successful. But what if there were tactics you could use to make yourself seem more intelligent--regardless of your education or intelligence level?<p>Here are eight …

Psychology

10 Social media scheduling tools you need to have

Are you scheduling your social media content? You’re probably finding yourself having to spend too much time every day on social media, posting …

Social Media Marketing

How One Company Used Social Selling To Close Deals 42% to 185% larger

The truth is there is no one path to success. But there are undoubtedly commonalities that all successful companies see.

Challenging The Status Quo: Cold Calling And Sales Quotas

<i>“Brace yourself. This will upset a lot of people.”</i>That’s what one of my colleagues said after they read this. And then a few other colleagues …

The Perfect Social Selling Routine [Checklist]

What is the perfect social selling routine? We crowdsourced from 75,000 sales professionals to find out.

4 sales trends to keep an eye on from SaaStr this year, including AI

This week, over 10,000 SaaS enthusiasts gathered at SaaStr Annual in San Francisco, where they sought out innovative products and discovered the most innovative sales practices.<p>SaaS sales leaders have to be innovative. After all, the proliferation of choice in products makes it necessary for SaaS …

SaaS

How I Work It – Social Selling with Michaela Prouzova

With a grateful nod to Heinz Marketing, Lifehacker, Inc. Magazine and others who regularly publish <i>“This is How I Work”</i> articles, which I love to read …

Selling

3 Ways Salespeople Can Evade Dreaded Gatekeepers

Gatekeepers can only say no. Try these techniques for gaining access to their bosses who can say yes.<p>Gatekeepers are the bane of every salesperson’s existence. The assistant who answers every phone call you make to your CEO prospect; the administrator who repeatedly “takes a message” from you; the …

Selling

3 Ways Your Sales Team Can Outshine the Competition

Business isn't a zero-sum game, but still: It's a competition your sales team needs to win.<p>A business without revenue is just a hobby... and a business without a great sales team has no revenue.<p>So how can you take your sales team to the next level?<p>The following is from Derek Pando, Senior Marketing …

Selling

How to Empower Your Sales Managers to Coach and Train for Great Results

<i>By Mike Kunkle</i><p>I’ve written recently about why we should focus more on sales manager enablement in 2017 and shared a story about what often gets in …

How To Quit Your Social Media Addiction (Even If It's Part Of Your Job)

If social media is killing your productivity or making you depressed, it can be life-changing to cut back. Here's how.<p>Conventional wisdom says that Max Soni should be all over social media. He's the founder of DotComSEO, a digital marketing and search engine optimization company that, among other …

Social Media Marketing

How today's top social sales pros use tech tools

Social media is one of the most powerful channels for driving customer acquisition, but its uses are evolving. Whereas marketers and their peers once favored old media tactics on the social networks, simply broadcasting a brand’s message and hoping that it would resonate with someone, today’s more …

CRM

Social Listening in 2017: The Next Frontier in Social Media

Today, the customer journey is no longer happening merely on your e-commerce website or in your physical store. Rather, it is largely made up of …

Social Media Marketing

An Invitation to the 2017 Virtual Sales Kickoff - Episode 25

In 2015, over 2,400 people attended the first ever Virtual Sales Kickoff. In 2016, that number more than doubled, with 5,400 people attending and …

5 Huge Mistakes That Salespeople Make in Cold Emails

Email marketing campaigns should start with a clear, no-nonsense, straightforward message.<p>As I pointed out in yesterday's column on sales mega-trends, email marketing is the only form of outbound marketing that still works for B2B products. Unfortunately, most companies aren't very good at writing …

Small Business

Social Selling 101 Ebook

This ebook by Social Selling Labs is meant as an introduction to social selling.<p>If you are new to social media or beginning to implement a social …

Small Business

A Q&A with Mario Martinez Jr., the Wayne Gretzky of Social Selling

In August, Mario Martinez Jr. was interviewed by Tavis Bucklin for <i>Business Innovators Magazine</i>. Tavis explored Mario’s extensive sales background, …

Selling

NIMBLE: CRM For The Social World, with Jon Ferrara, Episode #2

Nimble is the newest brainchild of CRM pioneer and relationship management entrepreneur, Jon Ferrara. You may know Jon from Goldmine, his previous …

CRM

How to Operationalize Social Selling with LinkedIn

There is a common misconception among those new to social selling: Be active on LinkedIn and the leads will come. And while it’s true that most of …

Selling

The Sales Tools I Can’t Live Without

Yes, we can now automate almost every sales activity we used to spend our entire lives doing. But the real question here is, should we use so many …

LinkedIn Desktop Redesign Is Finally Here [Weekly Roundup]

The best of LinkedIn’s redesign, surviving as a sales leader in the digital age, mind blowing B2B social stats and the benefits of a social-first …

How to Go Viral on LinkedIn

LinkedIn recently revealed some specific tips and insights on what makes posts (and people) go viral on the network.<p>Want your content to go viral on LinkedIn?<p>Here's what the network says works best on the world's largest online platform for professionals.<p>LinkedIn recently released its list of "Top …

LinkedIn

InsideSales $50 million round includes another Microsoft investment

InsideSales, a predictive analytics platform which helps salespeople focus on finding and engaging prospects at the right time and in the right way, announced a $50 million round today with a couple of strategic investors — Microsoft and the Irish government.<p>The round was led by Polaris Capital, a …

How AI Will Help Sales Keep Up with the Changing Customer Relationship

I have worked with hundreds of sales VPs over my career, and none endorsed the notion of peddling products or services. In fact, all of them wanted …

A New Framework to Drive More Sales

Today I did a BrightTALK presentation for the Sales Xpert Channel.<p>I talked about what I call “Gap Selling” or “Selling to the Gap”<p>Selling to the Gap …

Short-Term vs. Long-Term Sales Focus: Keeping Your Eye On The Ball Is Not Enough

As the world welcomes another new year, it's suddenly become clear that the futuristic-sounding date of 2020 is now only a mere 12 quarters away.

Top 10 Sales Methodologies Compared Explained

Top 10 Sales Methodologies Compared & Explained<p>Effective sales methodology implementation can increase sales performance by impressive margins, …

How to Achieve Maximum Results when Coaching New Reps

Early in my sales career, I did not have any sales training to speak of. You went out with your sales manager – that was training. My first sales …