Selling in Invisible B2B Customers Through Digital and Social Networks B2B selling leveraging social media and digital platforms has now become a primary method of driving sales and engaging customers. Today’s podcast focuses on key trends for B2B buyers (hint: they like buying remote and digitally) and how to leverage platforms and influence channels to find them. The challenge for many of us is traditional face-to-face methods of lead generation, networking and buyer...

As leaders, sales professionals and solo-preneurs this new market reality of digital-first and remote work has added a lot of stress and imbalance for many of us. I personally have my good days and bad days. Leaders who used to lead teams in the cubicles and offices around them have had to deal with a new challenge of motivating, and keeping their teams on-track remotely. For us salespeople we started off by over-functioning, churning out the results but doing it by spending too much...

Today’s podcast is about how to build a powerful network. Adding numbers or just posting content is not enough. We need to think beyond the transaction or loosely connecting. I geek a bit on how you can measure and improve on the value of your personal and business networks. I identify 9 Elements or Key Performance Indicators of a powerful network and networking in this podcast. There are 8 listed below… #9 is “Consistency” in our network and value building activities.

Where do you go from here? In this podcast we talk about what 2021 has in store for sales organizations and sales professionals. I also discuss key stats from organizations like Gartner and dig into market shifts we need to be aware of. We are now in a digital-first virtual selling environment. With that said it is just the beginning of a permanent and accelerated redirection in sales and commerce. Dr. Denis Cauvier and I sat down together (virtually over Zoom) in August 2020 –...

  Today’s podcast is about “The Right Brained Sales Revolution.” In an era of increased automation and advancements in AI (Artificial Intelligence)/Machine learning, sales as a career is rapidly changing. I believe that most sales jobs today will be completely automated or at least partially automated and assisted by AI within the next 36-48 months. In order to survive and prosper sales professionals will need to make themselves indispensable with right brain (creative, innovative,...