Steve Kearns

Posts by Steve Kearns

  • Most Important Sales Performance Metrics for a Digital Selling Strategy

    July 11, 2019

    In sales circles, it’s normal to hear impassioned talk about deals landed and lost.  Leading indicators? Not as much.  Maybe that should change. Ideally, our leading indicators and our sales performance metrics should resemble each other. Meaning, by choosing our sales performance metrics wisely and then tracking them, we can be sure we’re building deal-landing...

  • This Week’s Big Deal: Rethinking B2B Sales Personalization

    July 8, 2019

    Hello there [First Name], Whoops. Did I lose you already? What we have here is an example of the classic pitfall in B2B personalization: When such efforts are transparently robotic, they can do more harm than good. Leave a name field unfilled, or insert the wrong cookie-cutter detail on a fill-in-the-blanks “customized” message, and today’s digitally savvy...

  • Best Sales Movies

    9 Movies Every Salesperson Needs to Watch

    March 20, 2019

    Editor's Note: As we start the second half of 2019, we're looking back at some of the year's most popular posts on the LinkedIn Sales Blog. This one ranked No. 2. The scent of popcorn wafts through the living room. Assorted candies and snacks are spread out across the coffee table. You’ve loaded the sofa up with blankets and pillows for maximum comfort. Is there...

  • This Week’s Big Deal: Adding a Personal Touch to Digital...

    June 24, 2019

    One of the hardest parts about selling today, and an aspect I often hear salespeople lament, is the inherently impersonal nature of...

  • The Insight Track with Ian Moyse: Overcoming Sales Obstacles

    June 12, 2019

    Staying ahead of the curve has always been important to Ian Moyse. It led to his developing an early passion for technology, and has...

  • LinkedIn Sales Insights

    Sales Insights, Fast!

    May 21, 2019

    Sales without insights is like a car without gas. Sure, you can get behind the wheel, but in order for you to go anywhere, you’ll need...