"LinkedIn is evolving away from human communication." 

That was a comment on a recent LinkedIn post about bots.

In a way, it's true. When people use automation on LinkedIn, it's never effective. But I've built so many great relationships on LinkedIn. And I'm doing real business on LinkedIn every s...

As you build your network on LinkedIn, you also need to engage with your connections and book meetings to get acquainted and find out if they're a qualified lead.

When you do this, remember to put yourself in your prospect's shoes. They're not ready to buy from you yet...they don't even know you.

B2B buying is a team sport. Depending on the size and complexity of your offering, you probably have anywhere from 3-10 stakeholders involved in the decision process for any sales opportunity. 

Studies have shown that if you connect on LinkedIn with at least 6 stakeholders in a particular deal, you...

Studies show that 74% of B2B technology deals go to the seller who brings the most buyer insight and helps form the buying vision. You can only achieve this with in-depth buyer research.

Buying ERP is a Complex Process

The process for buying an ERP platform is complex. Buyers need to know ...

Recently, the CEO of a FinTech vendor realized that his sales team has “gone rogue.”

His sales people are spending upwards of 20 minutes in discovery meetings just talking about their company and product, rather than engaging buyers in a conversation that will aid discovery.

When they do ask disco...

A few years ago, I did a loss analysis for a customer-onboarding software vendor. The sales team for this vendor were convinced (all the way up to the global head of sales) that the buyer for their product was the head of the onboarding team – essentially the product users and their direct boss. So ...

Many of our clients are experiencing longer and longer sales cycles, and the longer the sales cycle, the more financially painful losing becomes.

At the same time, the propensity for “No Decision” losses is increasing. Let’s talk about how these trends affect your sales process and what you can do ...

A Bird in the Hand is Worth Four in the Bush

We talk a lot about creating demand, generating leads and acquiring customers in this blog. But marketers also need to focus on customer retention. Consider this: most sales organizations close about one out of every four qualified opportunities. So that...