When brand awareness (aka demand generation) is low, most businesses turn to social media channels as their tool of choice. And let's be real here, it's a smart move. Social media channels help you reach your audience and put your business in the social spotlight. But, and this is a

When was the last time you were blown away by someone trying to sell you something? That long ago, huh? Maybe never? With the ever-increasing ability to serve ourselves in the pursuit of purchases, as buyers, we’ve been putting a lot of distance between us and sellers until we’re really

The holidays are about to roll in and roll over us in all their festive and glittery glory. It seems once we pass turkey day, the remaining few weeks of the year pick up steam like a snowball rolling downhill. For business, that means we’re starting to think about wrapping

Have you ever heard of kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen kudzu. It’s an Asian vine introduced to the US and branded in the 1930s and 40s as a way for farmers to control erosion and introduce nitrogen to their soil. You

As a salesperson, this is a tough time of year. In addition to being difficult to move business forward during summer, it’s hard not to hyperventilate or get all crunchy when it comes to you taking time off for vacation. What happens if that elusive buyer is finally ready to

We’re very close to Thanksgiving and all those holiday traditions that signal the slowdown of business and preparation for the next year. I know you’re thinking cranberry sauce and mashed potatoes but hold up—there’s still some really important work to do! This time of year, I’m usually writing about year-end

Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one or two dozen times, but I was selling advertising for the worst TV station in the market. We had to really hustle and get mega

Here’s a short and simple thought for you to contemplate this week. You thought you knew the answer to this question.Your company may have trained you on this. You may have thought the answer was obvious. But that was before this pandemic forced us into a hurried change in how,

We’ve seen some amazing examples of leadership, kindness, and compassion from individuals and from business organizations during the coronavirus pandemic. We’ve also seen shady, opportunistic behavior, and businesses price gouging, gobbling up resources, etc. Our business behavior matters. Future customers and future employees will want to know how a business

Hello friends. How are we doing in these are strange and uncertain times? I’ve spent the last two weeks working with sales teams that scrambled to go remote and figure out a new selling strategy, empathetic and compassionate messaging, and how they can best help their clients and customers. From