Social Selling Has its Limits

Social selling is tempting for an early stage company but is of limited effectiveness. It is tempting, and enjoyable, to spend a lot of cycles promoting your company via social media: in the end, you will not make sales this way. ... [Continue Reading]

12-16 LinkedIn – A Salesperson’s Friend

LinkedIn is a remarkable tool, and a salesperson's friend. My team spends a lot of time in LinkedIn - the ability it gives them to research leads and build out networks is unsurpassed. Leveraging alumni networks (college, job, country of origin) is critical. ... [Continue Reading]

2.5 Minutes on Hiring Your Sales Team

In this two and a half minute video I discuss hiring your sales team. Two and a Half Minutes on Hiring Your Sales Team Transcript It's hard to hire good salespeople. It's actually harder than you think it would be. There are a lot of sales folks in the market at any given time. Most of them ... [Continue Reading]

What Should You Be Doing About Social Media?

Social media has a lot of traction and an irresistible pull on maketing and sales folks.  Industry wonks talk about “social selling” and “sales 2.0”, with some implying that if you fire up a Facebook, Twitter and Instagram account and post assiduously, the leads will pour in.  In this post, I will ... [Continue Reading]

Social Selling For the Early Stage Company

What is Social Selling? Social selling uses social media (e.g. LinkedIn, Twitter, Facebook, Google+, Pinterest) to accelerate the sales process by enabling sales teams to research, prospect and generate leads more effectively than they might otherwise.  Social selling is big:  folks like Oracle, ... [Continue Reading]

Your Email List

Because outbound email marketing is efficient and economical, it is likely to be the core of your early outreach efforts.  I blogged about email marketing as a whole and about email lists specifically here a couple of years ago and now want to update my thoughts about your email list. A solid ... [Continue Reading]

“How Valuable is a Social Media Audience, Really?”

My friend Robert Cassard sent me this article from Mashable:  How Valuable is a Social Media Audience, Really?, which questions the marketing value of social media in its current configuration. Nirvana (A Place, Not the Band) Marketing and sales nirvana is a situation where you set up your web ... [Continue Reading]

Cold Calling is Dead. Long Live Cold Calling

Amazing things have happened in the sales and marketing process in the last few years.  Marketing Automation Systems (MAS) enable vendors to contact and nurture leads and track their development before entering the sales funnel.  Newer, web-based Salesforce Automation (SFA) systems, make it a lot ... [Continue Reading]