SBI Growth

JANUARY 7, 2013

Gleaning was a practice where farmers left some of their crops in the field post-harvest. He’ll reveal tips and tricks used by LinkedIn to prospect and grow business. Building a strong digital presence is key to Social Selling and is a consistently growing trend. Your prospects and customers are doing the same.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

Customer Centric Selling

JANUARY 11, 2013

Sales Training Article: The New Door Opener = Social Selling By Joel McCabe, Sales Benchmark Index (SBI) A lot was written in 2012 regarding the change in buyer behavior. Gleaning was a practice where farmers left some of their crops in the field post-harvest. Social Selling. With that change came concern.

Social Selling 55

Social Selling Training Harvest Ideal Customer Profile 55

Partners in Excellence

DECEMBER 6, 2022

The research tells us we need to be persistent in our outreaches to prospects and clients. Phone, email, social, texts, and other channels must be leveraged simultaneously to provoke a prospect–even a customer to respond. Data shows we often need to reach out over 15 times to catch the attention of prospects.

Ideal Customer Profile 56

Ideal Customer Profile Harvest Webinar Metrics Social Media 56

Pipeliner

MAY 2, 2018

The true sales hunters will dive 10,000 leagues deep below the ocean and know what their prospects had for breakfast that morning. If you don’t have a provocative business case that will pique your prospective customer’s interest, you’re sunk like the Titanic. Yep, not everyone is eschewing social selling.

Prospecting 68

Prospecting Google Ideal Customer Profile Harvest 68

Hyper-Connected Selling

JUNE 21, 2017

Now, the world of social selling, digital communication, and elongated sales cycles makes it harder to track your progress. Did you follow up on an introduction, ask for a referral, or send a customized invitation to connect to someone on social. If you don’t cultivate your relationships, there’s no way you can reap a harvest.

Sales Management 66

Sales Management Harvest How To Decision Maker 66

Hyper-Connected Selling

SEPTEMBER 12, 2017

Guiding Prospects. Access to online content has put most of the buying process firmly in the hands of prospects and clients. Information asymmetry, where sellers had more access than their prospects to insight and information, is a thing of the past. Sure, prospects have lots of information. But you do.

Harvest 70

Harvest Scale Social Media Lead Rank 70

The Pipeline

FEBRUARY 3, 2012

This concern applies to coverage for existing accounts, or harvesting the new business opportunities. Prospecting. Sell Better. Selling to Executives. Social Buying. Social media. Social Selling. 3 R’s of Prospecting Success. Next Steps. Objection Handling. On-Line Conference.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212