Your Last Best Hope for Legendary Results in Marketing and Sales


Legendary results in marketing and sales today requires lasting impact, people-seeking-you-out, top-of-mind awareness. The tables have turned. Once upon a time, customers learned everything they needed to know from a salesperson. Today, not only do customers regularly know more than salespeople, they're online looking for factors in your brand that align with their values. My friend and fellow ex-auto retail person, Larry Bruce, likes to say, … [Read more...]

How to Harvest the Benefits of Mindful Sales and Social Selling


Every week, I meet lots of businesses and salespeople who want to improve their sales performance using social media. I appreciate how hard it is to know exactly which steps to take. There's a lot of hype around sales and social selling but I can tell you this: when you're mindful in your approach, things get a whole lot easier. Fueling the confusion around sales and social selling is the assumption that social media is outside the sales … [Read more...]

What Social Selling Actually Is…and What It’s Not


Every salesperson (and their boss) wants to sell more. The opportunities available with social media are vast, however, to leverage social media successfully and turn it into a referral engine takes deliberate action, consistency and perseverance. Social selling works, but only if you work it. Social Selling as Urban Legend I've been seeing and participating in some lively conversations online debating what social selling actually is. The … [Read more...]

15 Ways to Wreck Your Personal Brand, Fail at Social Selling

ways-to wreck-personal-brand-fail-social-selling

A brand is a reason to choose. We live in a connected world. The act of deeply examining the people and businesses we buy from is a common occurrence. Sifting through the noise and nonsense isn't easy and those brands who pilot their customers through the maze, ultimately provide them with a reason to choose them over a competitor. A brand is a promise. It's a pledge of satisfaction, quality and sometimes even joy. A personal brand and … [Read more...]

What Dave Grohl’s Broken Leg Teaches Us About Personal Branding


Things happen. We get up everyday and expect smooth sailing but the truth is, most days, things happen. Personal branding is the work you do to insure that when things happen beyond your control, your primary message of value stays intact. If you were faced with a situation beyond your control that affected not one but many other people (such as customers), how would they react? What would your customers think and say about you? Would your … [Read more...]

Social Selling: 3 Must-Haves and 6 Right-Now Actions for Success


"Social Selling expands on the age-old basics of getting to know your customers and meeting their needs." ~Jon Ferrara, CEO, Nimble Today, customers not only have a choice, they have a voice. Only 33% of buyers trust what the seller tells them. However, 92% trust what another buyer tells them. What kinds of stories are your customers telling other buyers? It's crucial to make sure your true customer experience story is being told and to do … [Read more...]

Social Media and Personal Branding: Think Before You Post


Social Media and personal branding are like peanut butter and jelly. Sure, you can have one without the other, but why would you...ever? Whether you're a CEO of a large company, an employee at a small local company or somewhere in between, you are representing yourself when you're online. Everything you say and do speaks to your personal brand. How do you want to be perceived? What do you want to be known for? What is your unique … [Read more...]

3 Crucial Plays to Cover ALL Your Bases in Social Media


When I say Social Media, what comes into your mind? Social media is an all-encompassing term that means different things to different people. For local business owners, social media marketing's end result should be to generate leads. However, many are under the impression that posting and sharing is all you need to do. To the contrary, there are numerous specific components to successful social media and you need to cover all the bases in … [Read more...]

Social Selling: You Can’t Turn a No into a Yes Without a Maybe In Between


The path to the sale has many twists and turns. It's not always easy to determine where and when you can provide the most value to your target customers along that road. Social Selling, as part of your overall sales process, helps identify where those twists and turns occur and where sales are in danger of going of the cliff. "You can't turn a no into a yes without a maybe in between." ~Frank Underwood, President of the United … [Read more...]

Sales and Social Selling: Are They The Same?


Being successful in sales will take you anywhere you want to go, right? Umm, not so fast. In today's online environment where 95% of buyers start their purchase process online, tried-and-true sales techniques are valuable but not foolproof. I meet sales professionals everyday who excel at their sales process but they're lost when it comes to taking those skills online. Over my 25+ years in car dealerships, I can count on one hand those … [Read more...]