Social media experts will tell you to think of your social media marketing as a “conversation” with your content consumers. The idea is to engage those prospective customers and influencers over time to keep you top-of-mind when they’re ready to buy. But is the technology you’re using or the way you’re “processing your leads” actually damaging ... Read more … [Is Your Sales Enablement System Disabling Your Sales?]

Social media experts will tell you to think of your social media marketing as a “conversation” with your content consumers. The idea is to engage those prospective customers and influencers over time to keep you top-of-mind when they’re ready to buy. But is the technology you’re using or the way you’re “processing your leads” actually damaging ... Read more … [Is your sales effort killing your social media conversation?]

We used to have this great framed poster in our sales ops office from Despair.com. It was an archer’s target where the second arrow was splitting the first demonstrating extreme accuracy and skill. Unfortunately, the two arrows were far from the bulls eye and the rather poetic caption read, “Consistency – it’s only a virtue when you’re not a ... Read more … [Sales Consistency is Vital… Unless 40% are Still Missing Quota]

The term “success begets success” rings true nowhere more than in a startup situation. Demonstrating early success builds momentum that works like the law of attraction to bring you the right customers for your early stage and the right people to help you pull it off. Maybe you were a technical pro at the company you left to start your ... Read more … [How Elephant Hunting Cuts Your Selling Costs]

In 1986, then CBS radio commentator, Charles Osgood wrote a poem titled Pretty Good. Osgood follows a “pretty good student, who sat in a pretty good class, [who attended] a pretty good school, [where] the student was not an exception, on the contrary he was the rule.” When the time came for the student to get a job, he then realized that “life ... Read more … [Pretty Good Data Is, In Fact, Pretty Bad]