October 30, 2019

How does the Millennial style of communication hold up in the world of sales, which depends so much on interpersonal relationships and the soft skills that make sales happen? More on that here.

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October 24, 2019

Every year the Content Marketing Institute publishes a seminal report on the state of the Content Marketing Industry. This year, we thought we’d share it but through the lens of sales prospecting and using content to Sell Greatly. Content Marketing Still Focused on The Top of The Funnel. Few content marketers report they use it

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October 17, 2019

Today’s post is inspired by the KSHMR, Nevve song Do Bad Well. It got me to thinking about how salespeople approach sales training today. So often, instead of trying to learn how to do good, the training just reinforces how to do bad well. Stick with me here… it will all come together. Doing Bad

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October 3, 2019

Let’s face it. Every second you spend sales prospecting that doesn’t result in a sale or the creation of a long-term Social Agent relationship is basically wasted time. So today, let’s talk about the four things you can do immediately to improve your sales prospecting success rate. Never Talk To a Stranger As a salesperson,

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September 19, 2019

What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with

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August 22, 2019

Getting and maintaining a consumers’ or sales prospects’ attention. It’s the single hardest and most important step in any sales process. So how, in a digitally centric, content overload world do you actually do it?  Getting A Sales Prospect’s Attention People will take interesting calls. – David Droga Getting A Consumer’s Attention Attention spans are

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August 7, 2019

For people that wish they could Sell Greatly, here is a a simple process for quickly creating empathy-based connections with sales prospects that creates conversations that turn into customers.

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July 25, 2019

Three things that you should NEVER do in sales prospecting and three sales prospecting gems you should live daily.

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July 18, 2019

If you hate sales prospecting… making cold calls… sending cold emails… and interrupting folks in their social media inboxes… then you should read this post.

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July 11, 2019

Our 14-day Social Selling course. Each day you’ll receive a single email with one simple idea, hack, thought or insight that will transform your sales prospecting from painful to painless.

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June 26, 2019

In a world of marketing automation, artificial intelligence (AI), and mass personalization, human beings are craving connection. But you can’t mass produce connection.

But the good news is… it doesn’t have to for you to succeed in sales. Read On….

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June 6, 2019

PODCAST: Sales Prospecting Technique for people that hate sales prospecting with Tom Martin and John Jantsch.

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May 15, 2019

What if you woke up in a world without ANY sales prospects? What would you do? How would you proceed? A real life success story of a man that survived that in this post.

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May 8, 2019

When salespeople face a constant series of objections from multiple sales prospects, they can become frustrated and lost.

This post offers five simple steps to overcome that feeling and get back on track for sales success.

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April 24, 2019

WARNING: If you are of the mindset that all prospects are leads, you’ll probably disagree with what I’m about to say.   I’m a huge fan of online product demos and webinars because they let me easily self-educate about a product or service I’m considering. And as a business, you should love these tools as

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April 11, 2019

Today I had the honor of presenting at ContentTech. To a packed room of senior level marketers and a few sales people, we talked about the gulf between Marketing and Sales. Specifically, what causes it and how to fix it. For most marketing teams today, their role in the sales prospecting process is all about

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February 13, 2019

Recently I participated in an interesting discussion on the #Digital360Chat Twitter Chat hosted by Bernie Fussenegger around the idea of sales & marketing automation, specifically about automating the connection process on social media. It’s hard to really go deep on a subtopic in a Twitter Chat, so today I thought we could explore this key

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January 9, 2019

I read Gary’s missive this week and to be fair, I love the tactic he suggests but hate everything else about his recommendation because if you blindly follow it, you’ll fail. Let me explain. Conversations Become Customers I couldn’t agree more with Gary’s recommendation to create proximity with your sales prospects using events as a tool

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December 27, 2018

Everyone loves digital advertising for its tracking capability vs traditional advertising. It’s easier to prove digital marketing ROI vs traditional advertising because digital makes the invisible buyer visible. But is this focus on clicks causing you to miss conversions? Let’s talk about that today. You Can’t Sell To Invisible Buyers In our zeal to prove

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December 12, 2018

A few weeks ago Tom had a chance to sit down with Luke over at Toucan Advertising to talk about how ad agencies, pr agencies and frankly anyone in the consulting world, can turn conversations into customers.   The podcast, Briefly, is about 30 minutes long and they covered a number of topics including: How

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November 27, 2018

Every day you find another article about some new Social Selling tip, trick or tactic to improve your sales prospecting success. So you read, follow and try. But that’s a recipe for sales prospecting failure. Everyone is asking themselves the same question – “What’s going to change in social selling or sales prospecting?” “What’s going

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November 13, 2018

Do you remember the story of The Trojan Horse? In the story, the Greeks constructed a huge wooden horse and hid a select force of men inside. The Greeks pretended to sail away and the Trojans pulled the horse into their city as a victory trophy. That night the Greek force crept out of the

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October 16, 2018

This morning I read an interesting research study indicating that 57% of B2B Marketers felt “Getting targeted prospects to engage” was their #1 challenge in generating new leads. Following closely on the heels was “Finding leads that convert” at 55%. “Finding Qualified Names,” usually considered one of the biggest challenges was a distant third at

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May 23, 2018

The Facebook Like, is often dismissed as little more than a Facebook Marketing vanity metric by many in the social media marketing world. I get it, it’s so easy to Like something. It doesn’t take a lot of effort, so how valuable is a Facebook Like really in terms of brand building, lead generation and

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April 25, 2018

Social Selling, like most things in life, is a marathon, not a sprint and you should act accordingly. Social Selling Techniques are about making an investment today that will generate sales in the next month, quarter or year. But for companies or people just starting out, let’s talk about how to begin and where should

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April 5, 2018

I don’t have time to play on Twitter, LinkedIn, or Facebook—I have sales calls to make. Ever heard that one before? It’s been the most common thing social selling trainers and social selling agencies have heard from salespeople for as long as social media has been around. And this belief is the key reason that most sales

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November 28, 2017

Do you struggle with connecting your sponsorship sales leads and attendee leads lists? Leveraging people on each to help you create qualified sales prospects for the other? If so, this post is for you. A friend of mine produces large conferences and she struggles with leveraging the folks on each list, whose colleagues present sales

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July 27, 2016

How often do you make a purchase that you don’t fully understand? I know I do all the time. If my house needs a new roof, I have to hire roofers who will provide the materials and complete the installation. But I know nothing about roofing! How do I make an informed decision about who

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January 29, 2014

I’m convinced that 2014-15 will be the year we’ll finally see companies looking seriously at social media as a B2B sales tool. I’m seeing increased interest in and requests for our social sales training and I’m seeing a lot more social selling questions posted in my social media streams. So today, let’s start with the

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