I can’t tell you how many owners and CEOs I talk to who are looking for a rock star with a rolodex to save their sales. But today’s complex B2B sales require thoughtful, analytic team players who can put ego aside and involve their company’s subject matter experts in the sales process.
Instead of randomly shooting messages out into the market and waiting for leads to come in, smart companies on a fast-growth path need a way to identify the specific prospective customers that ought to be their best candidates. What if you could make a list of the companies that are best for you to go after instead of simply following up on leads or cold calling?
Social media platforms and spaces foster conversations among companies and their customers in unprecedented ways. In the B2B space, we’re just starting to figure out why do we want to have conversations, what’s their value, how to conduct them, and how to how to nurture them over time. How can your company talk to your […]
I’ve just become a regular blogger for Blog World and New Media Expo blog on the topic of B2B Sales and Social Media. You can find me there every other Wednesday. For my first post, I wrote Ten Tactics to Drive B2B Sales with Social Media. It’s an outline of specific tactics that I’ll be blogging […]