About Craig Jamieson

We have all experienced that situation in sales where a prospect just goes dark. They don’t return our calls or emails. Maybe they have already done the dirty deed “get the … [Read more...]

PUBLISHED ON September 11, 2017, LAST REVISED ON September 10, 2017

Key Account Management is a very complex and comprehensive process that generally addresses what happens after the sale. What we want to explore today is how we can leverage … [Read more...]

PUBLISHED ON August 7, 2017, LAST REVISED ON August 15, 2017

There's good news and … there's bad news. The good news is that, with social selling, your market just got a lot bigger. The bad news is … your market just got a lot bigger … [Read more...]

PUBLISHED ON July 11, 2017, LAST REVISED ON July 25, 2017

If you are not familiar with DISC, it is a tool to measure a person’s behavioral patterns. It is a great way to learn more about yourself and an even better way to recognize, … [Read more...]

PUBLISHED ON June 6, 2017, LAST REVISED ON July 11, 2017

I spent some time last month helping a friend get set up on LinkedIn so that he might start to leverage that platform in order to find a good B2B sales job. He’s a younger guy … [Read more...]

PUBLISHED ON May 8, 2017, LAST REVISED ON May 23, 2017

Last month we started our discussion of social selling on LinkedIn. If you missed it, you can catch it here. As a reminder, social selling on LinkedIn or on any other platform … [Read more...]

PUBLISHED ON April 4, 2017, LAST REVISED ON May 17, 2017

Last month we talked about social selling on Twitter and how important it can be particularly as a path to initiating meaningful connections on LinkedIn. Today we switch to … [Read more...]

PUBLISHED ON March 6, 2017, LAST REVISED ON May 24, 2017

Our next two articles will be discussing social selling with two separate platforms … Twitter and LinkedIn. A few years ago, I recall a conversation on one of the social … [Read more...]

PUBLISHED ON February 8, 2017, LAST REVISED ON May 25, 2017

Selling is not a “chicken or egg” riddle. There is no question that, if you can’t find new sales opportunities, there will be no new revenues. In today's world of social … [Read more...]

PUBLISHED ON January 4, 2017, LAST REVISED ON February 28, 2017

This is not the first time that I have touched on this subject but, it's certainly not getting any quieter out there. There’s an old saying that “you are either a part of the … [Read more...]

PUBLISHED ON December 5, 2016, LAST REVISED ON January 31, 2017

You’ve likely read a number of articles regarding new, improved, and advanced selling techniques, and strategies. I’ve written my share of these. Blah, blah, blah, and … blah. … [Read more...]

PUBLISHED ON November 7, 2016, LAST REVISED ON February 1, 2017

I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 … [Read more...]

PUBLISHED ON September 12, 2016, LAST REVISED ON October 9, 2016

Today I am pleased to announce the publication, and availability for free download, of my first eBook …  “Focused Social Selling - less really is more”. But, before I share … [Read more...]

PUBLISHED ON August 9, 2016, LAST REVISED ON August 2, 2017

You have joined a social network and, most likely, you have joined more than one. Now comes the time for you to lean back and wait for the orders to magically float into your … [Read more...]

PUBLISHED ON July 5, 2016, LAST REVISED ON January 26, 2017

There are three different types of application offerings for selling, social or otherwise: Free - Always free. Freemium - Free for small users and/or with limited … [Read more...]

PUBLISHED ON June 1, 2016, LAST REVISED ON January 27, 2017

Before there was CRM (Customer Relationship Management) there were Contact Managers (CM) and good contact management practices are neither dead nor are they old-school. The CM … [Read more...]

PUBLISHED ON May 2, 2016, LAST REVISED ON October 8, 2016

For those of us who have been around for a while (some of us longer than others), the mere thought of upending our proven routines can be … unsettling. Speaking for myself, I … [Read more...]

PUBLISHED ON April 4, 2016, LAST REVISED ON January 31, 2017

Way back in 2013, I wrote an article for this site titled “If Salespeople Should be Blogging, Why Aren't You?” Consider this a follow-up. I've been writing now for about 7 … [Read more...]

PUBLISHED ON March 1, 2016, LAST REVISED ON January 27, 2017

It seems that sometimes we can't see the forest for the trees. Or, maybe it is that we neglect the obvious, the people who are already around us while we diligently search for … [Read more...]

PUBLISHED ON February 4, 2016, LAST REVISED ON February 12, 2017