The Invisible Shortlist: Why Most Vendors Never Get a Shot
In B2B sales, many vendors still operate under the outdated assumption that they can jump into the buying process AFTER prospect signals intent. But in today’s digital-first world, that thinking is obsolete. By the time a buyer...
In 1913, Henry Ford revolutionized manufacturing with the assembly line, transforming automobile production from a slow, handcrafted endeavor into a relentless, mechanized force. It was efficient. It was scalable. It was genius.
And somewhere along the way, salespeople thought: What if we did...
In 2025 and Beyond, Outdated Sales Tactics Are Your Biggest Liability
Tech buyers aren’t making decisions the way they used to — and they certainly don’t make them the way most sales teams expect. If you’re failing to publish thought leadership, waiting for buyer intent...
Your LinkedIn Experience Section Isn’t Your Job Description
It’s your highlight reel of results. Too many LinkedIn profiles read like laundry lists full of responsibilities:
- “Managed a team”
- “Oversaw projects”
- "Handled client accounts”
Here’s the...
Build a Memorable Personal Brand on Linkedin
Are you showing up on LinkedIn only to end up feeling invisible, unheard? Building a personal brand on LinkedIn can feel like you’re in a room full of people shouting at one another with megaphones.
You’ve got stories, insights, maybe...
A Café Chat, Not a Resumé Recital
I love living in Fort Collins, Colorado. It's so easy to get together with people for a "getting to know you" café chat.
That's kind of how your LinkedIn About Section should feel. Like sitting down for coffee with a prospect.
Think about it....
What makes someone stop and read your LinkedIn profile instead of moving on to the next?
Spoiler: it’s not a flashy job title or a laundry list of skills. It’s the story you tell, the way each section builds intrigue and credibility, compelling visitors to dig deeper.
How a data analytics firm used voice of the customer research to deliver an instant lift in sales.
– by Candyce Edelen
Most firms think that buyer persona or voice of the customer research is just for marketing. But in reality, deep customer understanding across the...
Not sure what to write in your LinkedIn About section? A customer-centric LinkedIn profile can really help you attract inbound leads and build your credibility.
But most of my clients struggle to come up with the right angles.
Here’s a method that can help you create a...
LinkedIn Commenting Strategy: How to Create a Custom Feed of Influencers
On LinkedIn, your commenting strategy is just as important as your posting strategy. It’s a key tool for enhancing your human-to-human outreach and attracting your ideal leads. But, you’ve got to be strategic...
Becoming the Signal Above the Noise
In the cacophony of digital voices, standing out is less about volume and more about resonance. Think of the last time you met someone truly memorable. Chances are, it wasn't their ability to recite their resumé that stuck with you, but rather...
“We’re spending $8,500 a month on ads. But the leads are too small and not ideal fits. We need a better way to attract prospects.” A friend shared this over coffee recently.
“Are you publishing thought leadership?” I asked. “Not really. I know we should be. I...
