The Great Sales Lead Generation Debate

It’s pretty common knowledge that in many companies the sales and marketing organizations bump heads. One of the most common areas of contention is around the entire lead generation process. The rub is that marketing program success is too often judged by the quantity, rather than the quality, of sales leads produced.  Yet, if you [...]

Burr…Cold Calling Breaks the Rules of Social Sales

When I originally started this post, I was quite firm in my belief that “cold calling” as a tactic for driving sales was largely ineffective. I still am for the most part. But to be fair, I may have generalized a bit too much. Perhaps I’m jaded. As a business owner, I receive some of [...]

Networking Game Plan

by guest author, Peggy Parks, The Parks Image Group I had never networked until I started my business and was absolutely petrified. What should I do? What should I say? How do I start a conversation? How do I end a conversation? What do I talk about? How do I approach people? What do I [...]

Engaging Prospective Buyers

The fine art of social engagement is something that many sales professionals I talk to are struggling to figure out. When is the right time and what is the right approach to use when engaging with a new prospect in the online space? In other words, when is it OK to move the conversation beyond information [...]

Barb & Joan talking about The New Handshake on Good Day Atlanta

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Barb is a sales veteran who knows exactly what's it takes to close a deal. Throughout her career, she has sold $1 billion in products and services, which in the days before the internet and social media was no easy task.

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Social tools like LinkedIn, Facebook, Twitter, Gist, Foursquare, Delicious and YouTube have helped manifest this rising tide of sales evolution, and the game has been changed completely. But jumping in without a clear plan will only lead to problems.

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