Sales Leads, and the Myth that More is Better
Most salespeople are familiar with the movie, Glengarry Glen Ross. In it, good ol’ sales leads are given an especially prominent role. Salespeople fight over them, especially the good ones….
The 2-Minute Sales Prospecting Combination That Generates 10X the Results
We are excited to welcome guest blogger, Tony Hughes, to the FRONTLINE Blog this week! I’m honored and thrilled to at last release my methodology on blended sales prospecting to…
Sales Training Programs: Not a “Song and Dance”
Sales training programs generally get a bad rap in the world of B2B-focused companies. Just Google a phrase like “funny sales training programs,” and you’ll see what I mean. I…
LinkedIn Profile Library of Symbols and Icons
Are you in sales or business development? If you are, you know that your LinkedIn profile is your professional brand. Both what you say in it and the impression it…
Sales Prospecting Tips for Your Success
The first rule of selling is “people buy from people they trust.” That trust building starts with sales prospecting. With that in mind, here are some sales prospecting tips we…
LinkedIn B2B Content: A New Wave of “Stories”
I’ve noticed a bit of a phenomenon lately with LinkedIn B2B content. I’m calling it “LinkedIn Stories,” because the people who use this style tell a story about themselves, their…
The Fallacy of the A/B Test in Sales Prospecting
My father used to say, “When you have more than one clock in your house, you can never be certain what the right time is”. Maybe one ticks just a…
Social Selling Index: Adjust Your Thinking
You’ve probably heard of LinkedIn‘s Social Selling Index (SSI) if you’re in business and using social to build your sales. In case you haven’t heard of it, or wonder what it…
Kickstart Social Selling Results by Following These Simple Rules
Social Selling is not just a buzzword—it’s now a staple in B2B selling. Some have embraced it wholeheartedly while others are still unsure what it is or how to incorporate it…
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