Social Selling Maturity Model Stage 1: Random Acts of Social

Part one of a five-part series The response to the Social Selling Maturity Model has been overwhelming. Since we published the SSMM last fall, it’s gotten blogged, tweeted, and re-tweeted more times than I can count. Many of the top social selling consultants use it with their clients. It gets shout-outs at conferences and on…

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The 3 Rules of Great Content Marketing

Content marketing is a hot topic, and a lot has been written about how to optimize for eyeballs—what time to post, when to post, how frequently to post, how many words to use, what keywords to use, etc. That’s all important stuff, but quality matters too. What is your content saying to the market? What…

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Why Inside Sales is Trending Up: Reflections on 2015 AA-ISP Leadership Summit

If you haven’t looked at inside sales lately, look again. I spent last week in Chicago at the big national conference of AA-ISP, the leading association for the advancement of inside sales. These folks are on fire. Traditionally, inside sales has been seen as the poor stepchild to field sales—entry-level kids locked up in call…

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7 Steps to Social Selling Success [WEBINAR RECAP]

How do we motivate our employees to use social selling? This webinar was one of our best! We caught up with Mark Waxman (Chief Marketing Officer of CBIZ and a PeopleLinx client) who gave us a look behind the curtain at how CBIZ (NYSE: CBZ) is rolling out social selling across the organization.

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Why Social Sharing is the Best Way to Train Your Reps

When I was just a young buck, a junior McKinsey consultant, I had a conversation with Lowell Bryan that changed the way I think about enabling a sales team with insights.

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Social Selling Owners Manual: Why Social is More Than Just Having a Profile

Social networks are like owning a car. When you’re 16 it’s cool just to be seen in one. But as you get older, you begin to realize that car ownership is only as valuable as the investment you put into it. It loses its coolness pretty fast without the proper maintenance, time, practice, and devotion…

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Top Selling Techniques from 6 Sales Masters

As the Marketing Director for Ambition, I’ve been privileged to help interview some of the best and brightest minds in B2B sales. Just as critically, I’ve realized that, when looking for quality, actionable sales and marketing content online, you’re often wading through a trough of the same hackneyed, non-actionable prose passing as insight. The truth…

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[Webinar] Social Selling Adoption—Real-World Lessons from CBIZ CMO Mark Waxman

How do you motivate your team to use social selling? That’s the question we’ll address in our upcoming webinar Thursday April 9 at 2 p.m. EDT / 11 a.m. PDT when I have an open conversation with Mark Waxman, Chief Marketing Officer of CBIZ (NYSE: CBZ).

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Why B2B Companies Should Enable Social Selling

This is just a taste of our State of Social Selling Survey. See all of the findings here. — We love to talk about how companies are helping their salespeople use social. We also think it’s important to talk about how they’re not. After all, according to our Social Selling Survey, only 22% of sales…

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The State of Sales Enablement: 2015 Forrester Summit Wrap-Up

Nathan Egan, David DiStefano and I just returned from two days in Scottsdale at the Forrester Sales Enablement Summit. The weather was rainy but the food was good and the ideas even better. If you weren’t there (or even if you were), here are my main takeaways from the conference. Software is eating the sales rep’s job Everyone…

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