A “Done Wrong for You” Example of Social Selling

A “Done Wrong for You” Example of Social Selling

When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. If you’re in B2B sales, you’re probably using it also. When done right, these tools are very effective for background research and opening...
Open the Window to the C-Suite

Open the Window to the C-Suite

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can...
Increase your Win Rate by Flipping Your Demo

Increase your Win Rate by Flipping Your Demo

Often sellers don’t get to what’s of most interest to a prospect until 10, 20, 30 minutes or more into a demo. Turns out, that’s too late! Gong.io analyzed 67,000+ SAAS demos and found that “Following a linear path or going through a series of workflows before getting...