the sales quants | sales analytics | video | content marketing | audience development | social selling | productivity hacks

Last week I experienced the most effective integration of a sales prospecting email and a LinkedIn profile EVAH! And it resulted in a booked meeting. Today we analyze the method Harry Hayward used to get my attention and successfully book a meeting using his dog Lily. Have you ever wondered how personal you should get? [...]

Please join us as we make predictions on the future of Facebook and its impact on marketing strategy and the sales process. Should social platforms like LinkedIn — and sales professional more broadly– be concerned? While there’s been a lot of coverage on this topic, Jon and I take a different angle as we record [...]

A 50% decrease in email volume and far fewer meetings? Interested? Today Jon and I discuss the 5 ways to increase productivity and drive collaboration by leveraging Salesforce Chatter. We’ve seen significant improvements in communication and collaboration. We also have a greater focus on shared business objectives by leaning into the Salesforce Chatter enterprise social [...]

How do you motivate your sales team to embrace social selling? Show them the LinkedIn Social Selling Index (SSI) of a Marketing Director who’s crushing it. Today we hear from Jon Pogact on how he — as a marketer — achieved an SSI of an 84. No quota, no matter. LinkedIn Sales Navigator is a [...]

Are you putting more energy into promoting your people or your products? In this information-soaked world of consumer control, will injecting personality and authenticity make a difference in your growth strategy? Joining us in Episode 26 is my friend — and marketing expert — Jon Pogact to get a marketer’s perspective on supporting the sales [...]

The foundation of an effective, enduring and impactful video publishing strategy is built one tweet/snap at a time. Today in Episode 25 we reveal the single most important reason for sales leaders to embrace a micro-video content marketing strategy. This consistent production, of course, fits into our broader strategy of building authority by illustrating our [...]

You may be just one button click away from truly knowing the ROI of social selling in Salesforce. Want to know how? Please listen to episode #24 of the podcast. Today we’re joined by Tara Hall, our Salesforce Certified Sales Cloud Consultant and Certified Administrator, to learn how to set up our sales stack for [...]

What’s the most effective method to attract the right prospects and repel the wrong ones? Haley Hite joins us on episode 23 to discuss persona hacking and taking an inbound approach to more effective prospecting. It’s proven that inbound leads close faster and at a higher win rate. Why? The marketing team leverages content developed [...]

It’s OK to ignore SnapChat. There are so many other social media tools available to help you make more meaningful connections with your prospects and customers…and that’s still a problem. Today we’re joined by our resident social media expert, Angela Krieger, to help us understand which social media platforms to embrace, and which to ignore. [...]

Driving sales productivity is a consistent topic across all organizations. We all strive to make the highest and best use of our time, especially for those that are tasked with — or passionate about — achieving massive success. Today we focus on the Top 10 reasons content marketing drives sales productivity. This list sets us [...]