B2B Sales

December 22, 2018

Social Selling 2019: How relevant is the LinkedIn SSI score for sales?

I hear quite a bit of grumbling these days from my sales coach colleagues about the dreaded LinkedIn “Pitch and Pounce” (thanks Mike Kunkle for that memorable term!). What’s driving this trend we wonder? I certainly hope this isn’t an approach that’s being taught by sales or social selling or so-called “LinkedIn experts” because it […]

July 27, 2018

5 Ways to Help Your Sales Reps Make Quota

Kathleen Glass

Why are enterprise sales so dismal? Approximately 40% of all enterprise sales reps don’t make quota! That’s right, you heard me! Only 60.9% of sales people achieve quota each year (Source: HubSpot)! Why is it that with all the modern tools and methods that fewer sales people are succeeding. Sales may think it’s because the […]

May 28, 2017

How to Plan Your Sales Career

Kathleen Glass

The San Diego AA-ISP Chapter’s May meeting asked 5 successful sales reps to share their secrets on how they manage their sales career. Our panel consisted of inside and outside reps and managers at all stages of their careers, working at companies ranging from startup to a large public company. Following are highlights from the […]

September 11, 2016

Book Review: Selling to the Point

Kathleen Glass

Sorry, sales. The buyer is in charge now. Jeffrey Lipsius uses simple storytelling in his book, Selling to the Point, to explain why the buyer is now in charge of sales. It’s a big concept that Jeff has explained through storytelling that makes it easy to grasp and relatable. That’s not to mean that sales […]

January 25, 2016

How to Boost Your LinkedIn SSI Score

Kathleen Glass

People have been asking me about the LinkedIn SSI Score, what it means, and how do they impact it. Here is how I got a score that’s nearly double my network average and more than three times the average sales or marketing rep. First of all, you don’t jump to 95 overnight. I started a […]

December 31, 2015

What is Sales Enablement and why do you need it for your B2B Sales Team?

Kathleen Glass

Buying is changing. To address the needs of the new buyer, your B2B Sales Team needs new ways of selling that are supported by appropriate processes, training and tools. One of those things you may have been hearing about is sales enablement. But what is it and how can it help? Sales enablement has been growing […]

December 5, 2015

Cold Calling Lists is a Waste of Time

Kathleen Glass

An Account-focused Approach Cold calling a purchased list of contacts should no longer be the focus of your sales strategy. Yet it’s amazing how often I get asked, “Isn’t there a list I can buy?” Reps calling cold lists with a canned pitch will have very low rates of success. Even if you pair that […]

April 26, 2015

Using Twitter for B2B Sales: Plans for Newbies

Kathleen Glass

This week’s post is by guest blogger, Jen Greene. Before rushing off to sign up for Twitter and add it to your social selling journey, there’s definitely some key things you’ll want to do before spending a ton of time tweeting. Twitter can really become a deep time sink, sucking up hours of time and […]