If it’s true that, on average, business decisions include up to 5.4 people it’s crucial that your sales teams extend their reach, go deeper and better understand the DNA of their prospect. Salespeople need to reframe their conversation to address the various beliefs, biases and business objectives of each member of the buyer’s team. Easier […]
Read ArticleLately I feel as though LinkedIn updates have been coming in at the blink of an eye. I must say I am always pleasantly surprised with each new announcement. One announcement that has recently peaked my interest is their new platform “Elevate.” Although it is still in pilot and is being used “by invitation only,” […]
Read ArticleI am all about social selling and understand its benefits, how it works and why it can’t be overlooked. I also talk and work with CEOs who continually claim how they are tired and not interested in salespeople trying to Connect with them to talk business. A previous post, The CEO May Not Want to […]
Read ArticleCan we all just agree that the months of January and February are a total bummer? This winter was particularly numbing; with its frigid wind and temperatures, giant mounds of filthy snow and general malaise. As March rolled around, I was keenly aware that I was exhibiting all of the behaviors consistent with a deep […]
Read ArticleLast night I watched ESPN’s 30 for 30 Shorts: Unhittable: Sidd Finch and the Tibetan Fastball. As I watched the show it occurred to me that this story absolutely relates to LinkedIn. Seriously? Seriously. Many professionals take their incomplete LinkedIn profile for granted. Collectively, my team and I have trained more than 7,500+ business professionals. […]
Read ArticleI love to stop at airport stores and choose a random selection of magazines for my flight. I found MORE magazine at the top of the heap during a recent flight and dove into Dorie Clark’s article on Personal Branding for the Image Impaired. Every word jumped off the page and as I looked around that […]
Read ArticleAll this talk about profiles lately! As a recruiter, I am checking out potential candidates on LinkedIn and reading LinkedIn profiles all day long. So, what happens when you find a really great Profile? Naturally, you want to share it! Maybe you want a colleague to see a person’s background in order to discuss their […]
Read Article