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We're delving into how modern sellers are social. And today's video looks at goal setting in that context. Goal setting is part of the Social Framework that I introduced in my book, The Modern Seller.. Social goals have an element that makes them stand out: significance. Significance to you personally, and significance beyond you. For your clients, your organization, or your community. Any significant goal requires relationships—and significant goals separate modern sellers from average sellers. With this lens, modern sellers not only achieve this year’s quota, they also create an environment where they have momentum for the long-term. To help spark your goal setting, I share some ideas in this short video. Hint: The most important ingredient I’ve found to help me with goal setting is to dig into my motivation behind it. It's the internal motivation that keeps me going with these significant goals. Watch...

In previous videos, I covered sales agility and entrepreneurial selling. Now, let's delve into how modern sellers are social. What is social capital? While you won’t find it on a balance sheet, social capital is every bit as critical to organizational and individual success. It is the most valuable currency in the sales profession. I define it as the collective value of our networks, and the results we create with that value. Social capital goes beyond today's hyper-connectivity on social networks. It's the strategic relationships that create mutual reward, results, and impact. In The Modern Seller, I introduce a concept called the Social Framework. There are four elements to the framework: mindset, goals, network ecosystems, and habit. This video takes a look at the mindset piece of the framework, and I'll share three elements of the social mindset: Leadership Identity Trust Generosity Watch now to learn...

In previous videos, I covered sales agility. For the current set, I’m covering how modern sellers are entrepreneurial. Let's consider thought leadership for modern sellers. The term “thought leadership” shouldn't be a surface descriptor or label. True thought leaders are leaders above everything else. And today’s thought leadership needs both strategic and tactical approaches. Clients and prospects expect thought leadership to be backed by action and experience. It's the intersection of strategy, deep subject expertise, and selling skills. So how do you combine these elements for success in today's environments? In this video, I explain four key elements needed for modern sellers to elevate their thought leadership. The decision to be a thought leader and rise above your peers. Your thought leadership strategy. Specialize. Practice selling your ideas to a defined audience. Watch it now to learn more about...

Our behavior patterns –or our habits– are largely unconscious. Yet they’re so powerful that they either make or break our success. When we know our sales patterns, we can more effectively apply them, or know when we should short circuit them. It’s all part of the dimension– The Modern Seller is agile. Watch the video below.

Modern Sellers don’t hide from feedback. Performance conversations should be regular, expected happenings between a seller and leader. Those conversations are more forward-looking and drive better results. It’s all part of the dimension– The Modern Seller is agile.

Welcome back to the Modern Seller video series.

Let’s consider strategic speed as a factor in sales agility. Strategic speed can apply to almost any sales situation… achieving a goal, moving an opportunity forward, building a target market or launching a new product or service, or building a new skill.

Watch this short video for tips on how to achieve strategic speed.

Welcome to the new Modern Seller video series.

I’m back from a short blogging break, and am looking forward to sharing strategies that you can put into practice as either a sales professional or sales leader. This first theme is about building sales agility. Sales agility makes us more innovative, better able to accelerate opportunities, and reach our sales goals.

One way sellers build agility is to fill in blind spots. I invite you to watch this short video to learn three practical strategies to help your clients overcome their blind spots. I’ll be back with more tips next week.