Steve Kearns

Posts by Steve Kearns

  • Look for These 6 Actionable Insights in Your Sales Prospect's LinkedIn Profile

    June 14, 2018

    Prospecting on LinkedIn takes more than mindlessly scrolling through profiles and firing off messages. Using LinkedIn for lead gen means finding the right prospects, which requires knowing how to quickly detect relevant insights. Every prospect’s profile offers clues that can help move a conversation forward. Here are tips on finding the most valuable...

  • Trending This Week: Powering Up Persuasion

    June 8, 2018

    What if making a B2B sale were as easy as pressing a button? Press and suddenly a prospect understands exactly why your product should be her one and only solution. Press and the prospect has an unshakeable belief in everything you say. Press and the prospect likes you -- even if you said something weird. While we know it’s not that easy, there exist universal...

  • When to Use PointDrive: 5 Tailor Made Sales Situations

    May 29, 2018

    By now you’ve probably heard of PointDrive, one of the key digital selling tools within Sales Navigator. This capability enables reps to share sales content in a more sophisticated way, improving the experience for both sides. Prospects don’t have to deal with clunky email attachments. Salespeople can package articles and media assets more cleanly and...

  • Trending This Week: The B2C Buying Habits of B2B Buyers

    May 25, 2018

    We talk about change a lot. Both in our own posts, and in what we share in these weekly trending roundups. Today’s B2B buyers are...

  • Trending This Week: Here Come the Robots

    May 18, 2018

    If you use pop culture as a reference point, robots are to be feared. Most science fiction movies, books, and television shows seem to...

  • Overcoming 3 Psychological Barriers to Closing Sales in the...

    May 9, 2018

    What are the biggest roadblocks in closing a deal? We’re all familiar with the usual culprits: establishing urgency, gaining a warm...