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Profile: Koka Sexton
Articles by Koka Sexton
Being Politely Persistent in Sales
2In sales, money is made when a salesperson goes beyond the initial cold call. In fact, about 80 percent of all sales are made after five to 12 contacts between... read more
The Financial State of Social CRM
The world of social customer relationship management, or social CRM, has moved from its infancy to a full-fledged money-making industry in the past year. Technology research group Gartner predicts that... read more
How to Improve Your Cold Calling Techniques
1Cold calling is difficult for many people, even B2B sales professionals. While most people would rather have root canal than make cold calls, others are naturals at it. Although many... read more
Managing Your Time to Increase Sales
Did you know that on average, only 10% of a salesperson’s time is spent selling? How can you expect profits to increase when such a small percent of time involves... read more
Old School Sales Through #SocialCRM
Going Old School with New School Techniques Each year, the sales world seemingly is bombarded with the hot new trend, worthy or not. No matter the trend, the basics of... read more
How Social Media Helps You Target High Converting Customers
Social media is a goldmine of information about potential customers. Unfortunately, just like in a real gold mine, there are literally tons of useless materials for each nugget that you... read more
7 Reasons Why You Should Be More “Social”
Most sales people don’t need to be convinced about the benefits of social selling as a sales strategy. However, some entrepreneurs aren’t aware of social media at all, or why... read more
Quality Above Quantity: Capitalizing on the Data You Already Have
What if you could combine new data with information you already have, increasing the potential for double the impact? Perhaps it’s not filed and stored, but you may already have... read more
Quality Above Quantity: Where’s Your Client on the Spectrum?
It’s easy to tell when your client has crossed that threshold from “interested” to “paying customer”. Consider what you do when buying a new electronic. As a buyer you take... read more
Quality Above Quantity: Setting Data Goals
If you end up purchasing data, it’s a good idea to set up a plan for how to understand the data and the goals you have for using it. You... read more
Quality Above Quantity: Debunking Data Myths: The Big List
All kinds of contact lists and databases are available online, promising to do the work for you by providing you a huge list of data to prospect. This is one... read more
Quality Above Quantity: Time Management: Is Sorting Through Data Worth It?
When it comes to data, there can be too much of a good thing. Purchasing a big data list of potential new customers may seem appealing upfront, but don’t forget... read more
Quality Above Quantity: Giving the Cold Call the Cold Shoulder
Maybe cold calls worked in the past. Maybe one out of every ten people you called turned into a sale. These days, however, very few people respond to cold calls-... read more
Do’s and Don’ts of Social CRM
Social media can be a powerful marketing and sales tool when used smartly. If social media is not a current part of your sales strategy, make it one. Social media... read more
How to Align Sales and Marketing
Getting B2B Sales and Marketing Departments To Work Together to Increase Leads Most business-to-business or B2B companies don’t want to admit this, but their sales and marketing departments are at... read more
