3 Lessons From My Conversation With Mike Guiffre

For today’s podcast I had a chance to talk to someone I have known for a few years and who I mentioned is likely someone that people have been waiting to hear me talk with, even if they won’t admit it….Mike Guiffre.  I think this is an episode you’ll want to listen to the entire way through, but just to …

You can make your content marketing more effective!

  One of the most popular buzzwords going is “content marketing.” It is right up there with “social selling” under terms that if we aren’t careful can become utterly meaningless. Having now sat on a number of calls over the last few weeks where people talk about my ability to use content to drive sales conversations, my brand reputation, and …

Don’t Sell A Commodity, Sell Something Unique…You!

  Two ideas that have been at the forefront of my thinking over the last week or so are “The Differentiation Gap” and High Impact Modern Selling. Both go hand in hand. “The Differentiation Gap” being a simple concept that describes the difference between the way you see yourself and how the market sees you and your business. If you …

A to B to C

I couldn’t find the post, but The Sales Blog recently talked about opening opportunities as the key skill in the sales process.  And, I think you can’t refute that because everything we do flows out of our ability to make the first connection.  This piles onto yesterday when I was discussing social selling.  If you combine social selling and connections …

The problem with social selling

The problem with social selling is that if you aren’t careful, it becomes nothing more than surfing the web.  Like all advances and tools, there are ups and downs to the utility of any one particular tool.  In social selling, the data that you are using and the research you are gaining, have to lead to conversations…and the conversations have …