The reason you’re not closing more deals is you’re pitching too hard

In B2B sales, there are, generally speaking, three stages to a sales process. Demand creation, where you educate the prospect about their problem and the art of the possible in how to solve it. Selling, where the prospect has identified a problem and is looking for a solution. And order taking, where someone has a clearly defined need and a comprehensive understanding of what the solution is, and is only looking for which solution provider to select, typically through a formal RFx process.

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Exposing the myth of AI: Why the hype is still holding you back

A few years ago, the myth surrounding Artificial Intelligence (AI) was that it would solve all types of manufacturing challenges. Today, the myth has changed. While many manufacturing leaders now accept that AI is real, the problem is that many organizations still believe AI can compensate for poor processes, disconnected systems, and bad data. It can’t.

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Nobody cares about your product (at least not yet)

Imagine this: you sit down in your office with a freshly brewed cup of coffee. You open up LinkedIn and start checking your notifications. You notice that someone has engaged with some of your content, which is always flattering, and has sent you a connection request with the note, “I’m expanding my professional network and would like to connect with you.” Wanting to be an active member of the LinkedIn community with a growing network of connections, you accept the invite. At this point, you can almost count backwards: three, two, one... and there comes the pitch: “Thanks for connecting. Let me know when you have 30 minutes, so I can tell you about my product.”

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Optimize your LinkedIn profile

LinkedIn is arguably the single most valuable social media channel for prospecting, networking with industry peers, hiring great talent, and finding a new job. It is therefore surprising to see that few people truly leverage this channel to its full extent and still make common mistakes when filling out their profiles.

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