Don’t let a bad email approach get you blocked

You send me a cold email.I respond with “not interested”You follow-up with “wait, you don’t understand…”I block you.Why? I understand what your company does but it is in no way relevant to my company. You didn’t do any pre-work to find out about my company, what we do, our pain points, and if you could
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The post-coronavirus state of sales

I’d like to think when this is all over, companies will realize they don’t need have their sales teams “on the road” 24/7…..unfortunately, I think most companies will only cut down on travel in the short-term. I think the moment something goes wrong (e.g. lose a big deal), virtual selling will be blamed. Sales leaders
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This is social, not ANTI-SOCIAL media

This is social media, not ANTI-SOCIAL media. To be successful with social media, you have to engage with others. If you only post content, it’s like you’re on the sidewalk shouting things through a megaphone. Eventually people will tune you out, and stop engaging with your content. Social media is about reciprocity. Engage with the
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When is the right time to send a LinkedIn invite?

When is the best time to connect with someone on LinkedIn? It’s all about proximity. The best 3 times are immediately after: 1. You meet them in-person. Don’t give a key contact a chance to forget you. For example, if you are at a conference, regardless of how late you get back each night from
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Money

I lost millions of dollars – what I learned

When I was in college in the 1990s, the internet was first starting to catch-on. However, most websites were still using their IP addresses, not a domain name (so 205.251.242.54 instead of Amazon.com). I remember my friends and I typing in 4 random numbers in class to see what would come up. Most simple domain
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Innovation road

Big sales and marketing innovations coming in 2019

Recently, LinkedIn asked me (since “you’ve been posting some great stuff on LinkedIn” – wow, pretty cool!) what trends I see for 2019. My answer: MORE Strategy-level: MORE mobile, digital, social and more data-driven and customer-centric decision-making and experimentation with innovations like AI and AR. Tactics: MORE social selling. I get so many spam calls,
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What’s really important in business (and in life)

“I failed,” I thought. “I missed the sales goal I set for this year.” (goal was 100% increase YOY, we hit 89%). But then I remembered why I started this company:  To spend more time with my family  To work with a variety of exciting clients  To HELP people, especially non-profits. So, I looked back
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Using the right SEO keywords in your content matters

Words matter. For example, “financial advisor” is searched for 10x more than “financial professional.”) When your team writes LinkedIn profiles, websites and sales materials, use words your prospects typically use. This will allow you to get found and be more easily understood. Other surprising results: “Sales” 70x more than “business development” – no one wants
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