Self-loathing sales experts. They’re self-loathing because they hate the part of themselves that once sold and felt that selling is something that one does to another person, instead of something that benefits the client. It makes them feel bad…

There may come a day when social selling replaces traditional methods of prospecting. That day, however, is not today. As things stand, it’s not tomorrow either.

Much of what passes for “social selling” is research and the equivalent of an…

Social Selling isn’t living up to its promise. Those promises have been exaggerated and oversold. Social selling is failing.

1. Lack of Content: Your social selling program isn’t going to work without content. You may want to make noise on the…

Before the social tools were available, researching the contacts within your dream client's company was a difficult task. To find information, you had to review the business section of the newspaper and the local business journal. Technology has…

No one is waiting for your cold call. No one has ever said to themselves upon awakening, “Man, I hope some salesperson calls me out of the blue today.” The chances of the words being uttered at any time in the future are precisely 0.0%.

Nor is…

A long, long time ago, customer-relationship management software was the answer to better sales results. The fact that salespeople could have access to all customer information in one place was going to massively improve sales results.

Ask anyone…

The Internet is the world’s largest and most complete advice column ever assembled. Anyone and everyone has the power to offer you their advice on any number of topics, regardless of whether or not their advice is sound. This means you will find…

Social Media was once called Social Media Marketing because, when marketers grabbed hold of the tools, they recognized them as one to many. The battle over whether or not the tools are for community or marketing can be traced back to 1999, and…

The truth about social selling is that there is no such thing. Social selling is really marketing.

You don’t use social media to qualify your dream clients. The work you do using the social toolkit is about identifying your dream clients.…