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So far bscheerjj has created 16 blog entries.
18 07, 2018

How to sharpen your social outreach strategy with A. Lee Judge

2018-07-18T03:20:58+00:00July 18th, 2018|Podcast|

Ep. 3 How to sharpen your social outreach strategy with A. Lee Judge The Sales Conversation Podcast Episode Overview In this episode, you'll hear us talk about how to connect with potential buyers online, how to build trust over time by contributing content and closing new business with the buyers you've been building relationships with. I met our guest, A Lee Judge, on LinkedIn, where I sent a connection request knowing he'd be someone I would want to follow. He has a beautiful podcast - the Business of Content

10 07, 2018

Getting Your Stories to Work with Theresa Francomacaro

2018-07-16T05:14:00+00:00July 10th, 2018|Podcast|

Ep. 2 Getting Your Stories to Work with Theresa Francomacaro The Sales Conversation Podcast Episode Overview There has been a primary theme in storytelling over the past few years in sales. Stories are the #1 way to connect with a buyer and help them see their situation in a new way. In this episode we will push into how to tell better stories with Theresa Francomacaro? a chief storyteller for a construction company and a facilitator/learning professional who consults for individuals and businesses. We will talk about understanding story

9 07, 2018

How to Sell Based on Business Value with Darrin Fleming

2018-07-16T05:16:26+00:00July 9th, 2018|Podcast|

Ep. 1 How to Sell Based on Business Value with Darrin Fleming The Sales Conversation Podcast Episode Overview Sellers struggle with selling business value. They are taught to sell products, but not how to sell based on business value. In this episode, my former college roommate, business partner, and lifelong friend, Darrin Fleming, speaks about why we should be selling based on business value. Darrin is the founder and CEO of ROI-Selling.com and a business leader with experience in marketing and sales across different sizes of businesses, from small

2 03, 2018

Big Ideas That Can Improve Your Sales Performance

2018-07-10T02:24:03+00:00March 2nd, 2018|Insights|

Please ask yourself this question: Are sales reps at your organization equipped with a “big idea” that compels your target audience to buy your organization’s solutions? I see very few organizations equipping their reps with a big idea, and would like to offer an approach to teasing out a big idea your reps can use to improve selling performance.

2 03, 2018

Most Go-to-Market Programs Are Not Prepared for Launch

2018-07-10T02:28:13+00:00March 2nd, 2018|Insights|

A mentor of mine mentioned this truism, “you can’t afford to go to market twice!” It’s imperative to get it right the first time. However, the way that most b2b sales and marketing organizations create demand and revenue from their go-to-market initiatives is dysfunctional. They are pushing out thought leadership content (webinars, white papers and other demand gen and sales enablement content) without tying it to a big idea theme that resonates with target buyers. They don’t even have predictable insights on their buyers to increase market penetration with the right people. The results are squandered growth opportunities and millions

4 10, 2017

Selling a theme versus “stuff”

2018-07-10T02:28:28+00:00October 4th, 2017|Insights|

A few weeks ago I was in Boulder, CO for a client engagement. I ordered Uber first thing in the morning, and walked outside to wait for the driver. A minute or two passed, and in pulled a minivan…not my normal ride. I hopped in, said hi, confirmed with my driver who I was and where I was going, and then started the journey. My driver seemed to be in his early 30s. We started a conversation, and when appropriate I asked him why he was driving. In a chirpy response, he mentioned he was driving to pay back his

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