Most companies post content on social media that is all about THEM – their products, services and upcoming releases; using the platform as another advertising channel. That’s a problem. Why? Because no one logged onto social media to read that kind of content. When I tell this to marketing leaders, I am usually shrugged off,… Read More »EXPLAINED: The danger of posting product-based social media content
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… Read More »The post-coronavirus state of sales
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,… Read More »Big sales and marketing innovations coming in 2019
Tips to make your training sessions sing My team has conducted a slew of training sessions this year. Based on those sessions, here are 4 key takeaways you can use to make your training more effective: 1) Make training interactive. There’s nothing worse than talking at a group for 55 minutes, and then… Read More »Tips to make your training sessions sing
Recently, I spoke with a friend of mine who is an insurance salesman. He predominately sells life insurance and property and casualty insurance. When we talked at a local bar, he confided in me that for the first time since the financial crisis in 2008, he is not going to hit his sales goal.… Read More »Here’s why you missed your sales goal this year (and how to make it next year)