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Can you be an Internet marketing expert? Absolutely.

Internet marketing, unlike many skilled trades, surrounds each of us. We see good and we see lots of bad, but we can see it all. That’s really the ironic secrets–there are no secrets Read More

I’m not sure lead nurturing (a current favorite buzz term in the lead management world) is equivalent to nurturing a personal relationship. However, I think there are sales lessons to be learned from thinking about how we grow and maintain personal relationships Read More

When I browse through Linkedin I see tons of missed opportunity. Profile after profile looks like the tired old resume or curriculum vitae. This particularly saddens me when it’s a person that sells for a living.

My suggestion? Switch your thinking. Make your Linkedin profile a sales letter Read More

Are you using Twitter in your sales process?

My guess is that many of you are. It’s hard isn’t it? You want thousands of followers to give you the sales leverage of large numbers, but you want to deliver a very personal experience to prospects and clients.

My suggestion (secret)? Twitter Lists Read More

I’m still unpacking tons of ideas from SOBCon 2010, but one of my favorites revealed itself completely by accident in a conversation with Jon Swanson (@jnswanson), at the coffee pot no less. I’m sure it didn’t even register with Jon, but it reminded me how important simple idle chat is to creativity.

So, my chat was typical conference (2.0) introductory chatter Read More

Every time you try something new there’s always some unexpected effect. SOBCon 2010 was something new for me. And the unexpected effect was relationships.

That may seem an odd statement. We go to conferences to network and build relationships. At least, that’s what we tell our bosses and our companies. Think. We often fail–don’t we Read More

Web 2.0 has delivered an incredibly valuable resource to every sales person on the planet–a massive customer database. Think about it.

Daily people (prospective customers) are creating profiles, indicating their preferences, discussing their pain, and describing their vision. Really, what’s left in the sales process?

The trick is learning to efficiently mine this amazing database Read More

We are often consumed by visions of success or greatness. And what that takes is often deceiving because movies and writers only like to showcase the exciting parts of winning—the SportsCenter highlights or the six months before the big sale or IPO.

I think about my friend Chris Brogan (@chrisbrogan) when he talks about his 10+ years of .. Read More

Whenever I give speak or give training on using social media for sales this is invariably one of the first things I get from the audience is, "How Do You Find C-Level Executives on Linkedin?"

Sa Read More

Social selling seems like a silly label to put on any sales concept. Any sales person’s natural reaction would be, “no kidding.” Many of your “fluff” meters just sounded the alarm. And my battle hard Read More