Modern Sales & Marketing

Sales Development

Sourcing new leads by finding common ground on LinkedIn

Many of your first customers will be friends, colleagues or folks that are otherwise pre-disposed to buy from you.  Because of this, you will inevitably run out of people you know who are qualified to buy what you are selling. So, what do you do when the warm leads run dry? The key to turning […]

Read More

How do different companies buy? Introducing the prospect segmentation matrix

I’ve spent my career selling to companies of all sizes and as a buyer at very small and very large companies. This has helped me develop perspective on how the selling process works within companies of all types. Understanding the common ways that businesses of certain size or stage operate is helpful in thinking about how you […]

Read More