61% of sales reps are not skilled at selling to C-level buyers
When I worked in corporate, we had 7 salespeople that always made 200%, the rest of the salespeople often scrapped 60%.
When we...
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Faced with spamageddon where is the martech industry in 2024?
It was interesting that Scott Brinker and Frans Riemersma published their Martech 2024 report*, not long after the announcement of...
We keep posting about our event on social and it still makes no impact on number of attendees
A marketer friend of mine said that she would try a social media to publicise her latest event, she put out posts and got the employees...
Why your social media is a billboard in the desert
Looking out over LinkedIn I do wonder sometimes about the effort put into social media and the actual return in $ they get back.
It...
How to generate pipeline from your partners and channel
It's a question we often get asked.
How to generate pipeline from your partners and channel?
You have to empower your partners with the...
What makes a good discovery session a success? ... and it's not what you think
Spotted a post the other day which was about one of the sales leaders team that was making quota.
The reason why she was making quota, was...
Why CEOs are expanding their story beyond company news on social media
In a recent report by HR Advisors, the report here, they said
“The best-in-class CEOs on social are not simply watching conversations...
The power of connection, why you need to invest in yourself and get a network
In his book "Tipping Point", Malcolm Gladwell, tells the story of the 1773 Boston Tea Party.
It was this that was the tipping point for...
1 in 3 buyers would rather not see brand content on social media at all
In some recent Hootsuite research they found that 1 in 3 consumers would rather not see brand content on social media at all. But...
Well done, you got 100 likes on that post, but what will you do with them?
I see a lot of people posting now on social media, which is great, the message that your buyer, customers, employees, future employees,...
The secret sauce to linear sales and linear revenue model
The world of SaaS and cloud has heralded a number of changes from the legacy methods of the past.
One change is that the sales team must...
Buyers decide when they will engage with sellers, and it is nearly always about 70% of the way through their buying journey
In this recent Linkedin article by Kerry Cunningham, article here.
He says, “Buyers decide when they will engage with sellers, and...
Today is an 8 year anniversary - 8 years since I published an article connecting social selling with revenue creation
Today is the day, 8 years ago that I published the blog
How to use Twitter to get 10 C-Level Appointments Per Week — A Case Study
It...
The Point of First Contact (POFC) between buyer and seller is now 70% of the way through the buying process
Following Kerry Cunningham's recent Linkedin post, here.
The Point of First Contact (POFC) between buyers and sellers is now 70% of the...
10 books to sharpen your leadership skills over the next quarter
“Becoming a coach – The essential ICF guide” by Jonathan Passmore and Tracy Sinclair is a book that outlines what it takes to be...
Posts published on personal LinkedIn profiles receive up to 561% more interaction than company / brand page posts
Based on this LinkedIn benchmark, we have found that
"Posts published on personal Linkedin profiles receive up to 561% more...
70% of B2B decision makers say they are open to making new, fully self-serve purchases in excess of $50,000 so why do you need a sales team?
In this report by Mckinsey, they say that
70% of B2B decision makers say they are open to making new, fully self-serve in excess of...
Stop gating content it only gets 3.4% response rate!
In the recent post by Kerry Cunningham, where he is quoting research from 6sense he quotes that the average response rate for a form to...
How to get more pipeline
Your business is starved of conversations
And it's conversation that will create you that pipeline
Not by more cold calls or more spam...
Your very own corporate spam template
The number one thing any business must do is to be different.
Problem is, on social media, most companies and people forget this.
In fact,...
Nobody is lining up to buy your stuff because of your content
I remember training and coaching a company very early in our journey as a company and the sales leader posted a blog and called me up and...
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