Sales Keynote Speaker

Making Cold Calls Great Again – B2B Marketing Article

Recently I ran across and interesting discussion on LinkedIn about the effectiveness of cold calls — or maybe better stated — lack of effectiveness.  One comment in particular jumped out at me and really got me to thinking about a future where the cold call could again be an effective outbound sales prospecting tool.  Every time I get a cold call from a company, I feel it’s a scam. All about trust. Bo Griswold, CEO and Founder of Global Treasure…

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The 5P’s of Successful Sales Prospecting and Closing – B2B Marketing Article

Sell Greatly — the 5P’s featuring Tom Martin We’ve all heard about the 4P’s in Marketing — Product, Price, Place & Promotion — but have you ever studied the 5P’s of Sales? If not, read on and/or watch the quick video in this post. The 5P’s of Modern Selling Like the 4P’s in marketing, the 5P’s provide salespeople with a framework under which they can create an effective sales prospecting, nurturing and closing approach to consistently sell more successfully. Or…

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Where Should Your Agency Focus Your New Biz Efforts In 2020? – B2B Marketing Article

This week RSW/US released its New Year Outlook 2020 Survey Report and based on the content, I think smaller, independent and/or specialist agencies will need to step up their biz dev game and learn to Sell Greatly this year or get left behind. Let’s talk about why. Clients Plan To Shrink Their Agency Rosters Charts from RSW/US New Year Outlook 2020 Survey Report According to the RSW/US report, companies that used to carry 5-6 agencies or more are finding it…

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The 4 Key Listening Habits of Exceptionally Great Salespeople – B2B Marketing Article

To Sell Greatly, a salesperson has to be relationship first. And the most important skill in building strong, enduring relationships is the ability to be a good listener. Ironically, most of us are terrible listeners. It’s like we completely understand the importance of listening well, but we just can’t bring ourselves to actually do it consistently. Luckily for you, becoming a better listener is something you can absolutely become good at, and in doing so become a great salesperson. Here…

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Teaching Your Millennial Salesforce How To Sell Greatly – B2B Marketing Article

We’ve all heard, and maybe experienced, the Millennials’ challenge with face-to-face, interpersonal communication. Sure they can text and converse on social media but “they don’t answer their phones” and “they can’t hold a conversation in person.” Which begs the question, how will their style of communication hold up in the world of sales, which depends so much on interpersonal relationships and the soft skills that make that possible? Let’s face it, people buy from people. And more importantly, what can…

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Why Content Marketers Are Failing to Sell Greatly – B2B Marketing Article

Every year the Content Marketing Institute publishes a seminal report on the state of the Content Marketing Industry. This year, we thought we’d share it but through the lens of sales prospecting and using content to Sell Greatly. Content Marketing Still Focused on The Top of The Funnel. Few content marketers report they use it successfully on activities that deepen relationships. There have, however, been notable year-over-year (YOY) increases in those who us it to nurture, build loyalty, and generate…

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If You Can’t Do Good… Better Do Bad Well – B2B Marketing Article

Today’s post is inspired by the KSHMR, Nevve song Do Bad Well. It got me to thinking about how salespeople approach sales training today. So often, instead of trying to learn how to do good, the training just reinforces how to do bad well. Stick with me here… it will all come together. Doing Bad Sales Prospecting Well Everywhere you look people are complaining about traditional sales prospecting tactics. Even salespeople recognize that traditional tactics like cold calling are not…

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How You Can Leverage Empathy Based Sales Techniques to Schedule More Face-to-Face Meetings With Sales Prospects – B2B Marketing Article

What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with a prospect. In fact, I don’t think you can Sell Greatly without face-to-face interactions. Here’s why: Body Language: Even on a video call, you can’t…

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Making Sales Prospecting Fun & Easy For Introverts – B2B Marketing Article

Recently I was invited to join John Jantsch on his Duct Tape Marketing podcast to talk about Sales Prospecting in a digitally centric world. We covered a ton of ground and I wanted to share the podcast and transcript (for you folks that prefer to read) here on the Converse Digital Blog. Questions we covered: What you’ll learn if you give a listen: How being fully present can help you win business. Why content should feel like it was written…

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