A Visual Representation of The New Rules of Selling

At my presentation at HubSpot’s Inbound conference this September, I delivered a talk titled The New Rules of Selling. Fortunately, HubSpot had Kelly Kingman sit in on the presentation to create a wonderful graphic recording of my talk. @KellyKingman draws freehand, typically on a large paper or a flipchart and the resulting visual helps to increase understanding, engagement, and retention among […]

Mary Kay Pink Cadillac Goes Real Time and Retro Cool

Today I’m speaking at the Direct Selling Association Be Connected conference. I love presenting ideas of real-time sales and marketing to entrepreneurial groups! I like to sit in on presentations at the events I speak at because I frequently get great ideas for blog posts (like his one), stories for my books, or riffs for […]

The Hidden Dangers of CRM Systems and Sales Force Automation Platforms

Today buyers are in charge. As you consider real-time technology to help you with agile, social selling, you’ll need to be very careful about the role of your Customer Relationship Management System (CRM) and Sales Force Automation (SFA) Platform because it is unlikely that agile, real-time social selling is optimized by software products designed before […]

Optimizing the Past: Content Lessons from the HubSpot Blog Team

Content drives action. Content is the best way to reach buyers. Content is King. (And President and Pope and Queen as well). So how do you create great content? How do you understand your buyers, create compelling content that educates, informs, and entertains them, and then how does that content drive action and grow business? […]

The Sales and Service Disconnect

Here’s something curious: Many companies have completely different cultures and procedures for their customers depending upon which department is interacting with them. The manner in which salespeople engage potential new customers when trying to win new business is often light-years removed from how these same customers are serviced by the company only months later. Read […]

The Secret Weapon of Business Growth

Throughout the year that I had been researching and writing The New Rules of Sales and Service, I had the pleasure of interviewing hundreds of people who are involved in serving customers. I was stunned by the number of them who revealed to me that they had turned their customer service function into a “secret […]

I Was Successfully Stalked!

I was “stalked” in a very polite and clever way by a team of Tufts University undergraduates who lured me to their class. Some background: My book The New Rules of Marketing and PR is used as a text in hundreds of universities around the world. I’m frequently invited to speak to the classes who […]

My Inbound 2014 Keynote Video: The Convergence of Sales and Marketing

Today buyers dictate how they choose companies, products, and services with online content driving action. At the HubSpot Inbound 2014 conference, I delivered a short keynote speech in front of some 10,000 people. My slot was fantastic – between a surprise appearance by the band OK Go and a keynote from celebrity author Malcolm Gladwell. […]

Cold Calling is Dead

My first sales job required me to make cold calls to bond traders and convince them to buy our economic consulting services. We had lists of names and numbers to contact that came from directories of people who worked in banks, securities companies, savings and loan associations, fund managers, and government agencies. My sales colleagues […]