Content is King for Sales Too

Content is King for Sales Too

According to one of the world’s richest persons, “content is king.” That’s what Microsoft founder Bill Gates declared in an essay he wrote in 1996. You could make the argument that content is even more royal today than it was in the 90s. Content attracts attention and...
The State of Social Selling Today

The State of Social Selling Today

The Pew Research Center released the results of a survey on social media use in the United States, and the results are salient for anyone who uses social media for prospecting purposes. Here are some of the findings: Approximately 81 percent of adults use YouTube, an...
Dangers of Product Knowledge

Dangers of Product Knowledge

Question: What’s one of the biggest problems in sales? Answer: Over-training on product knowledge. There you go; I said it. There’s a good chance my answer will make you angry, but I truly believe that most companies spend way too much time on product knowledge...