Alina McComas, on December 5, 2018
I recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM. If you are not familiar with ABM, it’s simply a strategic approach to focus an organization's B2B sales and marketing efforts on a defined group of high-potential targets instead of everyone, in an effort to create more personalized messaging and content to increase engagement.
Alysa Hinshaw, on July 4, 2018
As a sales coach, I work with many salespeople at all different stages in their career. When we first start working together, we spend time talking about who they are, why they love what they do, and how their current and past experiences bring value to what they do today.
I remember getting a very excited call from a salesperson that I had worked with. A big prospect in the market had reached out to her. They had searched her company via LinkedIn and discovered many of her sales colleagues. But it was her profile that caught their eye. Why?
Greg Giersch, on January 22, 2018
When you look up in the night sky, there are millions of stars. So many that it’s sometimes hard to find even the easiest constellations. But one star everyone knows is the North Star. Why is that? It's different in a few signficant ways.
Alina McComas, on January 2, 2017
In this first week of 2017, most ofus are thinking about our New Year’s Resolutions and what we can change in the new year to make ourselves better. The usual list of suspects includes a promise to get into the gym more, quitting smoking, losing weight, spending more time with family and friends, getting out of debt, and getting organized. But what about your professional resolutions? Have you determined what commitments you plan to make to achieve your professional aspirations for 2017?
Greg Giersch, on September 15, 2015
The mantra that "you need a personal, professional brand" is no longer new. If you're like most sales professionals, you're open to the idea, but it can seem like such a major project. Let's look at three myths you need to move past to get started building a brand for yourself.
Greg Giersch, on July 8, 2015
Defining what position your own professional brand should take is hard work. Which is why most salespeople and development officers are still talking mostly about their company, their products, and their causes on their LinkedIn profile.
It’s important to be proud of your company. If you are, you might even say you’re blessed, or damn lucky, depending on your point of view. But when someone is deciding whether or not they want to take time to meet with you, it’s about you.
The Center for Sales Strategy, on July 8, 2013
Some say that salespeople are a dime a dozen. Basically, they have very little value. On the contrary! In b2b sales, great salespeople can literally be worth millions of dollars to their clients’ business.
Kurt Sima, on March 28, 2013
The best B2B salespeople use a sales strategy that includes personal positioning. Here’s how you can get into this game and attract new business prospects:
Emily Estey, on January 21, 2013
Have you seen the cartoon of Bigfoot, sitting on a log in the forest with a laptop open? The caption reads, "I wonder if anyone is looking for me?"
Mike Anderson, on July 16, 2012
Most professional sellers can claim to have many happy customers, but relatively few can prove it. Oh, sure… a renewal is evidence of a customer's contentment. Lots of people know you when you show up at meetings or industry functions. But that kind of evidence will do little good when the subject comes up in the course of a sales call.
