36-49 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]

Creating Authentic Content

The B2Bsales process is much more about discovery and research now than it was even five years ago (see these much cited survey results from Google and CEB, and my post about The Golden Rule of Buying Behavior) and, as such, spending less time pitching and more time providing your prospects with ... [Continue Reading]