5 Solid Reasons to Call Your Prospects 
3 Ways to Steal Time 
Why Doctors are Tweeting During Surgery 
Get Personal—Why Opening Your Mouth Ma... In this video, Adam Metz, VP of Business Development at The Social Concept, and Koka Sexton, Founder of Social Selling University, discuss the 5 so...
There a host of things you can focus on to master to improve your sales execution and results, but none more than the need to master time. We all ...
This case study goes way back to the early developments of Twitter and social media. Dr. Joel Wallskog, an orthopedic surgeon at Aurora Health Car...
Sometimes all it takes to seal the sales deal is a live conversation. Not email, not a text: a phone call. Email thread after email thread…and noth...
In this video, Adam Metz, VP of Business Development at The Social Concept, and Koka Sexton, Founder of Social Selling University, discuss the 5 solid reasons to call your prospects. As a sales professional when looking to call on a prospect, it is imperative to understand trigger events and know how to identify them. Check out the [...]
A cover letter presents the unique opportunity to give potential employers insight into your sales background, your record of success, and the qualities that you possess that make you an effective sales professional. Your resume summarizes your academic and professional experience, but your cover letter supplements the resume by elaborating on your qualifications and highlighting [...]
We have all faced the situation where the person we have been working with on a sale turns out to be the wrong person, or more often an obstacle to moving the deal forward. While it is OK to be frustrated, you also need to act, and when you step back the only logical thing [...]
There a host of things you can focus on to master to improve your sales execution and results, but none more than the need to master time. We all start with 24 hours at the start of the day, and how we use it will determine our success more than anything else. I have never [...]
It happened earlier again today. Among the hundreds of emails I receive each day — both solicited and unsolicited — came what I’ll call the “stupid email of the day.” If you’re going to prospect via email, don’t go putting out an email that says “just checking in.” Come on, get real and quit being [...]
Let’s not kid ourselves. The vast majority of phone calls go to voicemail. Because of this reality, if you intend to use the telephone to develop sales prospects, then you have to be able to use voicemail effectively. The biggest mistake people make when leaving a voicemail message as part of their prospecting strategy is [...]
This case study goes way back to the early developments of Twitter and social media. Dr. Joel Wallskog, an orthopedic surgeon at Aurora Health Care in Milwaukee, used Live Tweeting while conducting orthopedic surgery. “I think it’s a unique opportunity to explore innovative ways to communicate with patients and alleviative fears they may have about [...]
How is your sales pipeline doing? Is it turning out the types of leads you need or is it merely junked up with stuff you don’t realize is junk? Too many salespeople keep leads in their sales pipeline that have zero potential of every resulting in sales, but they do this just to give them [...]
Sometimes all it takes to seal the sales deal is a live conversation. Not email, not a text: a phone call.
Email thread after email thread…and nothing gets settled. One Friday afternoon I decided to take action, pick up…
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I have found that one of the challenges sales people face is finding time to do the intelligence gathering and research they know is the most important first step to successful selling. Gathering Intelligence and Organizing your Findings The first step in … Continue reading →
I suspect it's someone who plays the numbers game, and figures the more ...