Tom Kent CEO CareerNerds

What would be a good example of writing this email over Jeff? A good example would require me to know more details about the seller and target market. Otherwise what I'd suggest would be malpractice, irrelevant. Tell me how you feel -- what you experience. Most of what I read on LinkedIn is half-baked. Most of the "I'd re-write the email this way" psychology is nonsense, designed to reduce the challenge to what we'd like to think makes sense. But in practice makes none. I recently read a post where 10 'experts' were listed with gems of (false) wisdom. I've been blocked by 3 or 4 of them. The poster asked why. I explained because I have a different experience/pov. That's the truth. This gets to their purpose -- why they're on LinkedIn. They're 100% full of bologna. They're here to "share insights". But when it comes to hearing someone else's different experience -- that's different. Worse, if you can reason why their advice isn't true to your (and probably THEIR) experience -- look out. Ha. They're simply parroting what people PREFER to hear -- at the expense of what they need to know. They can afford to. And they are rewarded for the malpractice. Egotistically and financially. "It's easier to drink the poison because everyone else is high on it. They'll attack you if you stop and think for yourself," Dr Richard Diston once said to me. "Salefluencers make a living off what people prefer to hear. Sam Rumball said to me a while back. "It lures them into a false sense of security in believing that low effort sequences will get them a sale.... Throw enough s**t at a wall and some of it will eventually stick.... But it's still s**t." Costas Perkas suggests it's nearly over. Or over, perhaps. "I don't think that most people follow the sage advice from LI gurus and guru wannabees anymore," he says. "Liking and commenting on someone's post is what you do between sales tasks. Kinda like the 21st century fag break." Benjamin D. says he spoke to some of these people. "Behind the scenes is not nearly as rosy as their advice. One stopped engaging with me when I alluded to their struggles, no naming, in a post. Their content and their personal application of their content didn't match their own claims." How do you react? What is your experience? Do you agree -- the "email re-writes" are malpractice unless they take a handful of factors into account, which most 'experts' don't have!

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David Abbott is a genius when it comes to talking about Pricing - a webinar not to be missed if you want to better understand the psychology behind it. #ALifeOfClimb #CEO #MD #Webinar #Pricing #VistageUK #PriceSetting #PsychologyOfPricing #DavidAbbott

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Should you consider executive coaching? A coach acts as a guide while you create a plan, define outcomes and experiments to move your thinking forward. They serve as a facilitator to help you ask better questions, and explore your own answers. Good coaching provides actionable insight and opportunity for growth based on specific areas you intend to improve; be it better decision-making, problem-solving, or conflict management and negotiation. Not every situation an executive faces requires a coach, but having a coach available for every situation is valuable. If you think this might be useful for you, check out our website: https://lnkd.in/gvJ_DdiC #familybusiness #executivecoaching #leadership

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Should you consider executive coaching? A coach acts as a guide while you create a plan, define outcomes and experiments to move your thinking forward. They serve as a facilitator to help you ask better questions, and explore your own answers. Good coaching provides actionable insight and opportunity for growth based on specific areas you intend to improve; be it better decision-making, problem-solving, or conflict management and negotiation. Not every situation an executive faces requires a coach, but having a coach available for every situation is valuable. If you think this might be useful for you, check out our website: https://lnkd.in/gvJ_DdiC #familybusiness #executivecoaching #leadership

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✨ Attention coaches and online service providers! ✨ What if you could use AI to simplify your LinkedIn strategy? 🤔 From marketing to lead generation, my LI & AI workshop on Dec. 3rd at 5 pm CST / 6 pm EST will show you how to leverage AI tools effectively on LinkedIn. Join me to learn: AI marketing strategies that get results Lead generation tactics powered by AI Sales tips using AI to drive conversions The secrets of LinkedIn analytics to make informed business decisions Transform your LinkedIn game — and it's all FREE! Join me using the link below in the comments! #freeworkshop #linkedin #ai

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What does it take to optimize your presentations for executive audiences in today's fast-paced business world? This quick 90-second video reveals two essential structures to articulate your vision and structure your content to command attention, foster collaboration, and secure buy-in. Click to watch below ⬇️

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Here’s what to focus on at $3M—$8M revenue: * Standardize processes * Align your team on these processes This is the “Process Creation” breakpoint. Every task, from answering calls to closing deals, must have a clear, written, repeatable process. That’s how you move from founder-driven to scalable operations. Your team needs to work as one.

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Getting it for free is the most costly price you will pay. Yet, many executives ask for it, and consulting firms provide it. The quicksand of consulting engagements. - free assessment - free POCs - ultra-low-cost pricing - Free credits (I just learned about it recently when a leader who fell for it was complaining about how his work life got chaotic and harder.) You wouldn't agree to a trial period during employment - why ask for it from your consulting partners? Nothing comes free. You pay a heavy price for freemiums, and it's not worth it. I used to do a lot of free work in the early stages of consulting, and I realized it wasn't helping either of us. So when someone now asks for something for free, I respond with, "Well, free isn't worth our time or your time. If you are asking for proof of our work, look at our resumes, track records, case studies, testimonials, and the ideas and insights I share in the #datapreneursdaily newsletter from over two decades of leading and managing data/analytics work. Start small (usually 4-12 weeks), see the results, and let us work together on defining what that long-term engagement looks like." #datapreneursdaily #consulting

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Proper sales targeting isn't what you think it is. This is what I've come to learn from sharp whips like Scott Channell. If you're moving down a list of potential customers on LinkedIn or using Apollo or whatever -- and you're using firmographics (company size, etc.) you're NOT targeting properly. Company size & sector, niche. Specific titles. Region. This is not proper targeting -- of SALES suspects. This is casting a wide net to see who might be currently in-market, ready to buy... or talk about change. Because here's reality: The only people who are receptive to your value -- right now -- are those who are aware of their immediate or future need. Everyone else will be repulsed by your offer. "Big deal, Molander. That's why I have a large list to call on. I keep calling / emailing until I hit those who need. That's how I sell." You sell like a loser who doesn't value their time. The people you want to invest time chasing are the small sliver of people I call "high probability suspects." Suspects because they meet a set of selection criteria -- making them "above average likely" to engage. Not buy. Not necessarily to talk about buying. But willing to engage in a problem or goal oriented conversation. For. Specific. Reasons. You've identified these reasons. THESE are your selection criteria -- for who to call on. The biggest pushback I get from our members is targeting. They want to move down their list of contact -- which, at best, focuses on firmographics and broad demographics of an ICP. (which is usually a wet dream, more than reality) There must be a set of 2-3 or even 5 reasons (the criteria) WHY you're calling on THOSE accounts. Otherwise you are forced to use BROAD messages/scripts -- which amount to, "If you have this problem I'm here with a fix." "... Well? Do you? Are you there?" "Hello? Did you get the cookies?" Get off your knees loser. Stop with the ethical bribes. Do. The. Work. Figure out who's pants are on fire. Call them. No. Scratch that. PROVOKE them. They'll engage more often. Because you selected them for this trait. This is sales. Everything else is marketing or social selling. "Hi. Do you have this problem? I have a solution. No? Ok... how about you?... no? How about you? Hello?... Unsubscribe? Ok... How about you or you?" Have fun with that process. 🙄 The fastest way to find high probability suspects is to profile current customers. Ask them a set of thoughtful, change-oriented questions. "Take me back to the day you decided to invest..." Their answers will reveal traits -- selection criteria. DM me for the questions. Or continue to waste time thinking your Ideal Customer Profile is sufficient. Sorry not sorry!

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Effectiveness (not just efficiency) seems to be the key to running a successful B2B sales team, across 3 domains: + How you prospect (connect and qualify) + How you manage your pipeline + How you grow (or help others grow) But that's just me. What other attributes do you see as key to B2B sales success? Try this (free) B2B sales scorecard helps you set your current level. It only takes 3 mins to score yourself and receive a custom scorecard. You get some handy tips too.

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🚀 **Timeless Marketing Wisdom That Drives Success** Two insights have shaped my career, and they're as relevant today as ever—credit to Dan Kennedy and Peter Drucker. 🌟 **Lead Generation & Sales Conversion**: No matter your industry, your true business is about generating leads and converting sales. Without these, you might as well be managing a phantom operation. 🌟 **Customer-Centric Purpose**: Peter Drucker famously said, The purpose of business is to create and keep a customer. Achieving this ensures your company's optimal profitability. Take these principles to heart. They have stood the test of time for a reason. What’s your go-to marketing wisdom? Share in the comments! 👇 #business #marketing #growthstrategy #leadgen #salesconversion #marketingwisdom

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So excited about this opportunity to facilitate a timely discussion with brilliant minds Noah Geisel, Sami Mooney, CWDP, Bradie Zaletel at the 10th Anniversary GlobalMindED conference later this month on how verifiable digital learning assets (digital badges and microcredentials) can help us overcome talent pipeline hurdles. Wait, what will we be talking about? What does this even mean?! We'll work to answer these questions: 💡What can we provide learners with that serves as proof in the workforce economy and marketplace that they earned and can effectively apply the skills they have acquired, and what can employers, workforce development organizations, and hiring managers look for to have confidence in job seeker skills from credible educational institutions and organizations, even if they're not 2 or 4 year universities? 💡 How can we have confidence that resumes accurately depict the skill-level and competencies of job seekers and employees? If they don't, what can we do about it? 💡 How might we fill critical roles by tapping into new talent pipeline sources where skill level is advanced and credible, and learners have digital assets to prove it? 💡 (How) Do microcredentials like digital badges help us overcome talent pipeline hurdles, or do they still seem like a flashy logo-like .jpg that only serve to gamify learning and motivate learners to complete a program? What value, if any, do they have for job seekers, employees, and employers? Have questions about this topic? Post them in the comments and we'll try to address them and report back after the panel.

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Since 2014, I’ve conducted almost 5,000 coaching sessions and still counting:) 880 of those have been sales role plays. Here’s what I have learned: 🛑People get off WAY off track and lose FOCUS. 🛑People do the wrong things and frequently avoid revenue producing activities especially if they don’t like “selling.” 🛑People spin and can not make a decision. If you can relate or know someone that can, here is the solution: 🥁It’s a “not-to-do" list.🥁 Yes!!! This will enhance productivity, efficiency, and overall success. Need more facts? Here are three compelling reasons why: 1. Enhance Focus and Productivity: Having a not-to-do list keeps you on track by reminding you of what to avoid and what habits to break. It's easy to get pulled into unproductive activities that hinder your performance. With a not-to-do list, you reinforce positive behaviors and avoid falling into counterproductive patterns. By staying focused on your core activities, you can achieve better results. 2. Eliminate Time-Wasting Activities: In our world of distractions, time is precious. By creating a not-to-do list, you can identify and eliminate non-essential tasks and time-wasting activities that don't contribute to your goals. This can include excessive social media scrolling, unnecessary meetings, or engaging with unqualified leads. By avoiding these distractions, you free up valuable time and energy to focus on high-priority, revenue-generating activities, such as prospecting, follow-ups, and building strong relationships with people who matter most. 3. Reduce Decision Fatigue: Every decision you make throughout the day, no matter how small, can deplete your mental energy. A not-to-do list helps you automate certain decisions by setting clear boundaries and guidelines. When you know what tasks or actions you should avoid, you don't have to waste time pondering whether they're worth doing or not. This reduction in decision fatigue allows you to stay more focused, make better choices, and be more effective in your efforts. Remember, a not-to-do list compliments your to-do list and helps you optimize your time and energy for maximum success. It encourages self-discipline and empowers you to prioritize activities that align with your goals and values. Regularly review and update your not-to-do list to adapt to changing circumstances and continue refining your process. Hi👋🏼: my name is Victoria Huff, The Happy Executive. We help introverted professionals to be heard and get seen with ease and grace so they get more sales and earn more recognition for their companies. 🙌 Let’s work together to make this YOUR best year ever! 👇👇👇Got 900 seconds to spend with me??? Let’s get YOU and YOUR company set up to soar in 2025!!! If you are looking to increase your sales and sales abilities, DM “Happy Selling” and I’ll send you my calendar link so we can schedule a short 900 second call:) #motivation #productivity #sales

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What if, by November, your sales pipeline was already full and organized? No more chasing leads or scrambling at the last minute—just a smooth, effective funnel leading to conversions. The key? 🔑 Starting early. In the free live training, I’ll teach you how to prime your leads now and implement a strategy that works. Want to end the year stress-free and on top? Join us here: https://lnkd.in/gf6dggFA

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Why is EQ Assessment and Training a $1,000,000,000+ per year juggernaut? Because attribution-oriented behavior at work gets more people in trouble than their knowledge or skills ever will. Introducing EQ Architect. Coming soon.

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Mapping your customer’s journey is critical for building a sales funnel that converts. Each interaction is a touchpoint, a chance to propel leads forward. The key is knowing the triggers that move leads from awareness to action. Want to turn these moments into conversions? Join this month’s free training where you will learn how to leverage these key moments to convert more leads. Secure your spot here 👉🏽 https://lnkd.in/gf6dggFA #salesfunnel

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