Guest Post by Selena Silvestro, Director of Ground Floor Strategies at The Selling Agency and weekend warrior baseball fan in the bleachers. Read on for first-hand sales advice for Small Business Owners, Solopreneurs, and Sales Pros in Small Businesses: Every business lives and dies by its ability to build revenue. Unfortunately, roughly 80% of businesses...Read More

“A Fool with a tool is still a Fool.” So says the outspoken social selling evangelist, Jill Rowley. Jill was one of the first 100 employees at Salesforce.com and has pioneered social selling, challenging the modern sales pro to keep pace with the modern buyer. I completely agree with her. A fool with a tool...Read More

Last post we started the series, “Selling for Non-Sales People” to give a framework and roadmap for those of you who may be business owners, bankers, lawyers, consultants, fundraisers, directors, or anyone who doesn’t have the term “Sales Pro” in their professional title. Everyone is in sales in some capacity – selling ideas, services, influence,...Read More

As progressive sales practitioners we work hard to get our clients focus on articulating and demonstrating their value to earn more sales. Recently, a business owner I’ve met several times, let’s call him Mr. Discouraged, approached me at an event and he said to me, “Look, I read your blogs and I’ve been doing this...Read More

“Opt In” or “Subscribe Here” . . . we have come to expect a certain level of value when we surrender our email address to a company and expect some unwritten {and also written} rules to be followed and a significant exchange of something worthwhile to us in response to handing over our email address....Read More

This week marks the 100th blog post in The Pipeline. Whew. That is a lot of blood, sweat, tears and dedication to writing to and for our core audience of entrepreneurs, sales pros and leaders. Sharing insights, experiences and perspectives has been the BEST and most important strategy I have implemented in my business. Committing...Read More

**CAUTION: Painful #TruthBomb below** Have you started a blog for your business or sales efforts? How’s it going? Was your last post March 2014? How about that email newsletter to stay top of mind with clients? Or how’s your social media strategy working for you—are you connecting and engaging your top prospects? Ouch. We can...Read More

What do Monkeys have to do with building relationships to increase sales? A lot, actually. Stick with me here . . . In the 1990’s, British anthropologist, Robin Dunbar, studied primates and found a correlation between primate brain size and average social group size. By using the average human brain size and extrapolating from the...Read More

When you stand before a group of people who come to hear you give them solutions, bring them strategies and help them change their economic status—that’s a pretty awesome and humbling place to be. So, you better show up with some REALLY excellent, impactful, inspiring and in my opinion, ACTIONABLE recommendations. I like to close...Read More

What do you and your business stand for? Why should I get to know you? Why would I accept your meeting invitation or connection request? What value do you bring to my network? What do you excel at? Who have you worked with before? What results do you produce? Will I like working with you?...Read More