The tools and channels for connecting with prospects have multiplied, but the principles that underpin real business relationships remain unchanged. The challenge for modern sales professionals is to use digital platforms to build genuine trust, not just to generate impressions. There is a tension at the heart of modern B2B sales that every thoughtful professional...
Outbound sales is one of the most powerful growth levers available to B2B companies, but only if you can measure what is working, identify what is not, and continuously optimize your investment. Here is a comprehensive framework for understanding and maximizing your outbound ROI. Outbound sales has experienced a resurgence over the past several years,...
Too many business leaders don’t know how to assess risk and wisely respond to negative perceptions, both in-house and external. Negative perceptions happen, inside and outside a business, and when strong enough, can take the form of a wave of anger, resentment and backlash for a company, leader or both. Painful perception-related consequences are always a risk, so...
No matter what industry you’re in, marketing is going to be essential, and email marketing is among the most useful channels available. Here are seven key email marketing tips for small businesses. 1. Make sure sign-up is appealing and easy If you want to use email when marketing your business, then you need signups. Without...
You can use your Facebook account and your Twitter to promote what you do, win clients, increase your income and become an important voice in your field. Admittedly, social networks are not a true reflection of real life and much of the best that will happen to us throughout our lives will not happen in...
In your personal brand, in meetings with clients, in pitches to investors and even when talking to your team, you’ll need to learn how to project confidence if you’re going to succeed. But how exactly can you do it? Skills, knowledge and experience all come into play when you’re defining yourself as an entrepreneur and growing your company....
Why your pitch deck might be killing your chances of startup success. As entrepreneurs–and dreamers–we’ve all been there with that genius, million-dollar idea. But these ideas often require large sums of money to get off the ground, leading you to assume that you need to pursue investors. However, chasing money isn’t always the best move in...
As entrepreneurs face a still uncertain business landscape, four industries are charting a forward-looking course. Covid has altered just about everything it’s touched. And it’s not done transforming the world just yet. The end of the pandemic may be in sight, but the fallout it caused will be felt well into the future. After the experiences...
Experience alone does not qualify one as a great leader today. Do you see your privileged position as a place of personal success or as an opportunity to be the change-maker? Leaders are always in the limelight. How you present yourself as a leader is an outcome of your deep-rooted values and thought process, and impacts your team and...
What is culture? Culture is an implicit hierarchy of values that informs team members and employees how to behave. Good, productive behavior supports a great business in the long run, and bad, destructive behavior can easily ruin a company. It might seem like a luxury to think about culture at the early startup stages, but...
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