Exponential Sales

I Don’t Understand It, Every Year Our Sales Pipeline Shrinks

I was speaking with a new client recently who was totally perplexed by the fact that his team’s sales pipeline has declined for a third year in a row. More important, their sales had declined for a third… Read More

Are You a Nowhere Man in the World of Social Selling?

The year was 1965 and John Lennon wrote the song Nowhere Man, which was an introspective about his life at that time. He was asking himself; “Where am I going?” Where am I going is a question all… Read More

Social Transformation : 2018

This is the year that organizations globally will turn the corner on “Social”. What does this mean? This is the year that those stragglers still critical of this evolution will finally realize it’s not a fad or another… Read More

Vinyl Records or Music Streaming – Cold calls or Social Selling

I am an avid collector of vinyl records. I have had a fascination with them since I first started collecting in the 1960’s. I was working for a rail company as a Redcap (carrying customer baggage for them),… Read More

What is “Social”? And why don’t we “Get it”?

From the organizations perspective, Social is the empowerment of all of our people to communicate far beyond our brick and mortar walls. Social is, in fact, communication. Whether we are simply choosing to ignore it’s power and impact,… Read More

Is your website your best salesperson?

This is one of the key questions we ask clients as they begin their journey into the world of “Social” and social sales. While our sales teams should be leading the way, our organizational online presence is still… Read More

Fix the System, Not the Sales People

Organizational leaders ranging from military commanders 4000 years ago to the leaders of today’s corporations – commercial, government, even professional sports organizations – learned that the cardinal advantage of an organization is that success can come from a… Read More

Is Your Social Selling Process Developmentally Delayed?

A Developmentally Delayed Social Selling organization is one that is missing an effective Social Selling System and, as a result, its management and employees are seriously impeded in their attempts to be productive and successful in today’s new… Read More

Are Consultants including Social Media When Consulting?

Management consultants consider how their advice affects the six areas of management regardless of what specialization they bring to the table. The traditional six areas of management are strategy, operations, finance, human resources, marketing and information technology. The… Read More

Find Continuous Improvement Through Social

I was watching an episode of Sunday Morning this weekend and they had an article about Japanese Whisky. Although Japanese whisky is not top of mind here, it seems that they have developed a wonderful product and one… Read More