Last week I collaborated with Trish Bertuzzi & Matt Bertuzzi (from The Bridge Group Inc) and Lori Richardson (CEO of Score More Sales) on an American Association of Inside Sales Professionals (AA-ISP) Boston Chapter event. The event was hosted by Cathy Bilafer, Director of Inside Sales and Lead Development at Kronos. Our overarching topic: “Using Content to Move the Sale Forward”. With buyers demanding that salespeople bring value to the table, we advocated the benefits to salespeople of using content to share expertise and insights.

So what do we mean by content?
Content includes:

• Industry reports on trends and new developments
• customer success stories
• ROI Calculators
• implementation guides
• analyst reports
• product information
• training materials
• webinar recordings
• eBooks
• blog posts
• videos
• slide decks
• images…and more.

I began my presentation segment, “Ten Tips for Using Content to Set the Buying Vision”, by asking the assembled 100+ inside sales professionals:

Q: “How many of you use content today in your sales process?”

A: Less then 15% raised their hands.

Was this answer a surprise? A bit, as I would have thought more hands would go up. At the same time it points to:

1. The opportunity for salespeople to differentiate themselves from other salespeople if they do begin to use content in their selling process.
2. The opportunity for Marketing and Sales to collaborate to bring the value of all that marketing content into the hands of salespeople for the last mile message delivery to potential customers.
3. How sales leaders can help their sales representatives become respected experts.

Content is now a centerpiece of business-to-business (B2B) inbound marketing. Marketers are regularly creating content to help attract potential buyers to their companies. Potential clients are consuming this content. In fact, data from IDG shows that IT decision makers consume on average nine (9) pieces of content during the purchase process.

Sharing content CAN increase a salesperson’s opportunity to win each deal.

The reality is buyers are doing their own research. Left to their own devices, buyers will not typically speak with a sales rep until they are roughly 2/3 through the buying process. At the same time, buyers tell us they respect and trust the person who helps them set the “buying vision” and go with the vendor who does more often then not. Said differently, the vendor who disrupts a client’s satisfaction with the status quo—by articulating a better outcome with a clear path to achieving it—most often wins the deal. Sharing valuable content to educate is one way a salesperson can engage a potential buyer early on—ideally even before the prospect realizes there is a problem.

There is a lot written on the importance of aligning marketing and sales to achieve the ultimate goal of growing revenues. Most marketing organizations are creating a lot of content to help create leads. I see a huge opportunity for marketing and sales to collaborate on helping sales reps learn how best to use content to drive revenue.

How are you using content in the sales process?

What does finding a place to pee have to do with inbound marketing? Isn’t inbound marketing about creating great content to enlighten you on problems you didn’t realize you have and help you find solutions?

You see, it’s 3AM and I just read in the New York Times, how much harder it is getting to find a toilet in NYC.

Yes, you may say that you did not need to read the Times to know that access to restrooms in major cities is just a hassle. Restaurant owners are getting even more difficult by limiting access only to customers. But what is anyone doing about it? Not a newcomer to disruptive endeavors, Bill Gates sees an opportunity to revolutionize the throne.

And so do we. Our Postwire team – relative newcomers to disruption by taking on email (TCDisrupt NYC 2012) – are pleased to announce our intention to team up with Starbucks to offer priority access to their restrooms while you are out and about.

So today, if you sign up for Postwire, your first content collection will include a priority pass that you can show in any Starbucks to get immediate priority access to their restroom. No need to be stared down or wait on long lines. It is sort of the equivalent of an Airline Premium card getting you through the security line.

Sign up at www.Postwire.com to get your free pass.

Separately, we are looking at doing a buyout of a major sundry chain in New York – one of those stores where you can buy gum, candy, magazines (yes, they still exist). We are going to install public restrooms in each store. We will advertise that anyone can use them and we’ll use that to drive traffic resulting in sales of all of our in-store products. You can contact me if you would like to be part of this exciting venture!

Disruption comes from someone taking a different approach to fill an unmet need. We are delighted to be disruptive.

P.S. We haven’t quite worked out the details with Starbucks yet. Watch for updates in The Postwire Post published weekly right here.

With that statement, “The Sales Lion”, Marcus Sheridan, roared his way into my life for the first time this week.

Anyone who superimposes his photo alongside a magnificent lion on his web site is already someone I want to meet. Marcus is a pool sales guy turned hands-on content marketing guru who obviously has mastered the art of attracting revenue by sharing his expertise.

At last look, the blog post that initially caught my eye had 55 comments! I encourage you to take the time to read Marcus’ entire post: The Incredible Relationship Between Content Marketing and Sales. The thought-provoking question posed by Marcus:

“Why do so many companies fail to integrate content marketing into their sales processes?”

My response:

1. Why do so many companies fail to integrate content marketing into their sales process? I think that the word “content marketing” has left many people feeling that content is for marketing – getting people to the website and “top of funnel” and it is not as important when the sales person gets involved. The sales person sells on building trust and does not need content to create that bond. What a missed opportunity.This is compounded by the fact that marketing and sales management is not driving how to get the content that marketing is using into the hands of sales people. I am amazed at how many companies have rich content libraries but when you ask the sales people do they use the content they say not much and they do not know how to get at it. They just grab a couple of pieces, often out of date and continue to use it over and over again. Not strategically, just so they have something to send.
2. Who is doing it well? I admire:

• Owen Blevins at Mid-Atlantic Concrete – http://maconcrete.com
• David Marinac at Standuppouches – http://standuppouches.net
• Andrew Sealy at MINDBODY – http://mindbodyonline.com

The stars are aligning right now such that content can serve as a bridge to bring sales and marketing together. In the world of content marketing, getting content into the hands of salespeople and helping them effectively use it is an easy, powerful win that will drive more sales. In our work with clients using Postwire, we see firsthand that sharing good content to educate prospects saves precious time for both buyers and sellers by shortening sales cycles–whether selling pools, concrete production equipment, food packaging pouches or expertise like “The Sale Lion”.

Expert salespeople have figured out that great content is the secret sauce for making sales. Share your expertise using Postwire. Sign up for free account at www.postwire.com.

Photo Credit: Tambako the Jaguar on Flickr

By sharing access to great thinking, we all get smarter. That’s what prompts me to share this graphical summary of how to write the perfect blog post created by Derek Halpern of Social Triggers. Thank you, Derek!

More great blog posts written = more great content items you can share with your clients using Postwire!

Like this? Get more marketing tips from Social Triggers.

Way back in 2009, 4mb of data were strapped on a carrier pigeon’s leg in Johannesburg, South Africa to raise awareness of growing public frustration with the region’s slow data delivery at that time. 
Al Jazeera’s coverage of the creative publicity stunt (as seen in this Youtube video) showcases “Winston” the carrier pigeon’s race against time. Winston actually delivered the data in less time than it took for the same data to be downloaded via the telecom company. But, I digress. I reference this event simply because it crystallized for me:

While efficient delivery of information is essential to effective online communications, how the information is experienced upon receipt matters even more.

Thankfully, for much of the world broadband data delivery issues are largely solved. We’ve all become accustomed to visually rich ways to interact and exchange information on our web sites, Facebook pages, Youtube channels and blogs. Yet when we engage directly with our customers, we still give little regard for their experience as a receiver of our resources. We attach documents and insert links and hit send. How different is that than strapping data to the leg of a carrier pigeon? Our information is typically delivered, but is our message? Over time, the info gets lost in the receiver’s Inbox and the thread of conversation becomes disjointed across multiple transient emails. Worse yet—we never know when or even if the receiver ever looked at our content.

We created Postwire to improve the experience of sharing information privately with one or a few people. Many of our Postwire users are the rainmakers in small businesses or personal service providers who care—a lot—about how their information is packaged for the receiver. As creators and collectors of valuable multi-media content, they invest dearly to educate prospective and existing clients. The varied ways they communicate their expertise publicly helps them establish credibility and differentiate their products and services. So it’s no surprise Postwire users also give careful thought to how they personalize communications and share information privately, one-to-one. Why? Because they care more about building relationships than delivering data a’la “Winston”.

How do you share your valuable resources (documents, videos, images and web links) with prospective and existing clients? Sign up for a free Postwire account to experience firsthand how Postwire helps you attractively package your expertise, creating a private place to interact and build each client relationship over time.

Image Credit: www.gurustump.com and ZDnet article: In South Africa, carrier pigeon faster than broadband

We were all vaguely aware that Craig stayed up late April Fool’s night to submit an application for Postwire to compete at TechCrunch’s Disrupt NY 2012. In fact, he whispered the narration of the requisite product demo in the wee hours from home, careful not to wake his wife and young children.

Meanwhile, startup life marched on. In the next few weeks, feedback from early beta users contributed to a decision to make a major shift (dare I say “pivot”?) in the Postwire user experience. Turns out the ease with which users could beautifully present and share content was, well, too “automagical”, and consequently, confusing. We realized we needed to fundamentally change the experience of sharing content in Postwire.

So the dev team had just begun coding to the new vision when Craig got the email from Conference Program Chair Susan Hobbs on April 26^th: “Congratulations! You are a Battlefield finalist!” One of 30 finalists out of a 1000 applicants!

We had 3.5 weeks to finish building out the new UX/UI and create messaging to publicly launch Postwire on stage May 22 at TechCrunch Disrupt NYC. Gulp. “Are you in?” All eight of us agreed we were.

Already well versed in lean product development and agile project management, Craig became more disciplined than ever in prioritizing design decisions. What do we absolutely need for a viable product? Does this feature add complexity to the user experience? Will not having it prevent use? Craig’s leadership and the talents of each of the developers gave birth to Postwire.

Meanwhile, as Craig led the back room through design iterations, Cliff led the charge in the front on messaging. Do users build a Postwire “page” or “web page”? “Personal page” or “private page”? Or, is it a “resource page, “guidebook”, “portfolio” or “touchstone”?! Tick, tock, tick, tock…with time running out, we circled back to where we began—“private web page” it is!

Deadlines and disciplined prioritization during the push to TechCrunch brought clarity to fuzziness. We knew Postwire doesn’t yet have all the desired features and “private web page” is far from perfect. Our messaging especially needs lots more work. But could we tell a compelling-enough story at TechCrunch? We decided yes and the very act of making that decision was empowering. Cliff & Craig ultimately committed to the words we settled upon and nailed the 6-minute pitch on the TechCrunch stage.

During the 3.5 week TechCrunch prep period, our team re-formed, stormed and began to norm.  It wasn’t always pretty. Not surprisingly, we were all stressed-out as we heads-down sprinted to the finish line. One of the developers called out the widening gulf between back and front room activities. We all knew it to be true and flagging it was just the shock to the system we needed. Brewing team communication issues were immediately brought out in the open.

What I realize now as I reflect upon our TechCrunch experience is that we gained so much more than good press (TechCrunch.com, Forbes.com, BostInno.com, MassHighTech.com, nibletz.com …) and validation of Postwire as a disruptive innovation. Being a Battlefield Finalist, also gave us the gifts of:

• A hard—and unanimously motivating—deadline to rally around;
• Confidence to make good-enough decisions;
• Discipline to continuously test our assumptions;
• Words to tell our story;
• Respect for the unique contributions of each team member; and
• The foundation for a new team culture.

For all that and more, the VisibleGains team thanks you, TechCrunch.

P.S. Check out the fruit of our labors by signing up for a FREE Postwire account. We’d love your feedback here!

This guest post is written by Andy Paul, a leading authority on sales for small and medium-sized businesses (SMBs) and the Founder of Zero-Time Selling. Andy is also the author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales.  Zero-Time Selling was selected as one of the Top 3 Sales & Marketing books of 2011. Andy was our featured guest in a webinar on Thursday February 9 @1PM EST. You can view a recording of the webinar here. Take it away, Andy…

There is a lot of talk about content in marketing and sales these days. A company no longer has just brochures, datasheets or a company website; it has a pool of content about the products and services it markets. The company makes strategic and tactical decisions about how to most effectively communicate that content to potential customers, whether by blog, tweet, email, brochure, slide deck, webinar, datasheet, phone call or other means.

What does “content” mean for your customer?

When asked to define “content”, salespeople tend to have a very parochial point of view, believing that content is solely the information developed by their company, about their own products and services, that they can supply to their prospects.

Unfortunately that narrow perspective creates a mismatch with the information needs of their prospects. The problem for a sales person is that their potential customers have a much broader definition of and requirement for content. To the prospect and customer “content” is the sum total of the data and information they need to make a fully informed purchase decision in the least time possible.

In their buying cycle, prospects are looking to gather not only the specifics about particular products and services but also information and data that will help create the overall context for the decision they have to make. For instance, an informed buyer may need to know where technology is evolving in your product segment, not only for you but also your competition. They may need to know what their competitors have done or are doing with similar products. They may need to have an understanding of what products will be coming to market in the near future that could impact their competitive position if adopted by a competitor first.

Think Globally, Act Locally

In the early days of the environmental movement, grassroots activists encouraged their followers to ‘Think Globally, Act Locally.’ In other words, you needed to consider the implications for the global welfare of the earth in the actions you took locally in your day-to-day life.

Similarly, salespeople need to think more globally about the content they provide to prospects and the positive impact it can have on their local decision-making. It is no longer enough for your sales team to be a conduit for proprietary content only.

A salesperson can create real value for the customer by taking a broader view of the customer’s need for information and identifying and providing the 3rd party content that assists the customer to make a more informed purchase decision in less time.

3 Easy Steps to Becoming an Effective Content Provider

1. The salesperson needs to thoroughly map out the entire set of information the customer will need to A) make an informed purchase decision and B) make the decision to purchase your product. A and B are not the same data. Unless a salesperson is new to the company they should have the customer and product knowledge to complete this on their own.
2. The salesperson defines a list of the 3^rd party content they could provide that would create value for the customer. The goal is to make the customer smarter, in a global sense, about their problem, their requirements and the value of the solution that you can provide. Yes, the customers could go online and find this information for themself. But, envision the credibility and trust you will build with the customer if you proactively provide it.
3. The salesperson goes online and finds the information they need. Here are a few quick ideas about finding relevant content that would be valued by your prospect:
   • Set up Google Alerts for keywords associated with the prospect’s industry as well as for your products/services. Check these daily for content that will provide value to the prospect.
   • Subscribe to key blogs in the prospect’s market space. Provide links to postings from bloggers in their industry that discuss the problems solved and benefits received from solutions like yours.
   • Find 3^rd party industry or academic research on your product category. Even if all you can find online is the abstract from a research report, you can usually learn enough information from that to understand what its conclusions are. If you were working on a big enough deal then perhaps it would be worth buying the report for the customer.
   • Search YouTube (www.youtube.com ) for videos that address the installation or implementation concerns the prospect might have for a solution like yours.
   • Check resources like SlideShare (www.slideshare.com ) for presentations that address areas of interest to the prospect.
   • Search online for industry conferences in their space and look for interesting presentations that are relevant to the prospect’s buying cycle. Find a link to the conference proceedings. If not, email the presenters and ask for a copy of his or her slides.
   • Use a tool like Postwire to provide the 3^rd party content to the customer in Zero-Time. Track which content the prospect looked at so that you can focus your follow-ups on the topics that matter most to the prospect.

Being an effective content provider requires an investment of time and thought on the part of the salesperson. This investment is usually the difference between a successful salesperson and one who is always playing catch-up with his or her quota.

This blog is inspired by David Meerman Scott’s recent post where he adeptly writes about lessons learned from political stories and applies them to marketing strategy.  And learning from DMS, I  reprint his disclaimer:

“This is a marketing blog, not a political blog. I am not talking up the merits of any candidates but rather using their marketing as examples for all to learn from.” 

So with that said….

It’s the political season and everyone is talking about which presidential candidate connects best with the voter. Genuine? Trustworthy? Feels my pain? Has a viable plan to meet my needs, hopes and dreams?

Spend an hour or two reading B2B tweets about effective sales communication and you’re likely to hear the same chatter about sales “to-dos”:

• Engage in a dialogue not a monologue.
• Really Listen
• Be Curious
• Build Trust

All of these admonitions could come from a campaign manager or sales manager. Hence, the lessons from one can be easily applied to the other—Campaigner can learn from Salesperson and Salesperson from Campaigner.

The predictably intense focus on every word, facial expression, question, or answer muttered by Candidates during primary season, coupled with 24/7 polling, yields data galore on every perception, impression, and reaction of the Voter. Consequently we can all learn from politics about “closing the sale”.

Enter the satirical New Yorker piece on what a “President Romney” might sound like given his penchant for what the New York Times and Boston Globe referred to as Romney’s “guessing” game.

In December 2011, the New York Times reported:

For a candidate who is exceedingly risk-averse, Mr. Romney has developed an unlikely penchant for trying to puzzle out everything from voters’ personal relationships to their ancestral homelands.

“Sisters?” he asked. (Nope, stepmother and stepdaughter.) “Your husband?” he wondered. (No, just a friend from the neighborhood.) “Mother and daughter?” he guessed. (Cousins, actually.)

The results can be awkward. “Daughter?” he asked a woman sitting with a man and two younger girls at the diner in Tilton, N.H., on Friday morning. Her face turned a shade of red. “Wife.”

And the creative license taken from the New Yorker in response to the Times’ report:

Chancellor Merkel looked somewhat taken aback at being mistaken for Sarkozy’s aunt. When she’d regained her composure, she said to President Romney, “I know you will have much to add on the question of the debt crisis in the euro zone, Mr. President.”

President Romney looked at the German Chancellor carefully, up and down. “I’d say you’d go about one-forty, give or take five pounds,” he said. “Am I in the ballpark?”

So what can be learned from all of this? All of the candidates have positive and negative relational qualities and moments.

This same New York Times article gives Romney some positive spin:

Mr. Romney has plenty of moments when he wins positive reactions and seems to make a genuine link, undercutting his caricature as robotic. And he is hardly giving up on mastering the art of the soft sell: he personally insisted on spending more hours talking to voters this election and fewer sequestered in his Boston headquarters.

The point I want to make here is that this guessing game is not something to be taken lightly! On the positive side, candidate Romney in this spoof took on a curious stance towards his “Prospect”. And he was engaging in a dialogue not a monologue. But was he really listening? And what about trust?

What’s wrong with guessing you might be musing? The problem is that guessing can make the receiver feel embarrassed and offended. It is hard enough to pull off when there is a high level of comfort and familiarity between two individuals.

There has been a lot written in sales blogs about the importance of taking the time to build trust and about the necessity for matching the type of communication to your Prospect with the stage or level of “intimacy” of the relationship. My colleague Bill Carney recently addressed  this critical issue in a lighthearted way, focusing on email communications. Give it a read—in addition to a good laugh—you’ll learn a lot about this “matching” issue, which will help you to avoid some of Romney’s missteps.

Making the sale—in the marketplace or in politics—needs to be done in a thoughtful, callibrated step-by-step way:

• Allowing lots of opportunities to understand the concerns and hopes of your “Prospect”; and
• Listening instead of assuming and having your conversation content and style attuned to the level of intimacy you have at any given time with your Prospect.

Yes, being curious is an important quality in building the relationship BUT curiosity is not a green light for guessing. There may be a time to play the “guessing game” with your Prospect, but the price of entry to the competition must be earned.

What sales lessons have you learned from observing the 2012 Candidates?

Peggy Kriss, Ph.D. is a clinical psychologist in Newton, Massachusetts and a consultant to VisibleGains. Stay tuned for more psychology informed blogs by Dr. Kriss.

If we’ve learned anything from Steve Jobs, we’ve learned technology is constantly evolving around the use case.

We’ve referenced before Gutenberg’s printing press and the sea change its introduction created. The ability to print in quantity created a new channel for communicating information to the general public. And, as the printing press became commoditized, it wasn’t just the rich producing content. Streamlined processes and lower production costs increased the diversity of subject matter communicated. For the first time, regular folks could share their ideas to persuade the masses. Leveraging the new technology, “crazy” ideas could easily spread and plant seeds for other “crazy” ideas–aka innovations. The same thing happened with the introduction of TV and subsequently the Internet.

Sometimes everything just comes (or is coming) together…

It’s not like the tablet just got invented yesterday. Steve Jobs was superb at making it work very simply for the user in the form of the iPad. I’m pretty sure Amazon’s Kindle Fire (suspiciously familiar to the Blackberry Playbook) wouldn’t exist today if Mr. Jobs hadn’t been as successful at widespread adoption as he was. That’s not the interesting part. What’s next is the INTERESTING PART.

Click below to hear David Meerman Scott talk about why he wrote his newly launched eBook Newsjacking, specifically for the Kindle Fire.

Text no longer exists statically in black and white on paper–it’s colorful, blinks and moves–opening us up to a whole new way of thinking about how we consume and interact with information. The iPad truly started us down the tablet path and Amazon’s Kindle Fire takes us a step further.  The Kindle Fire will be more accessible at its significantly cheaper price point and it will allow me to self-publish my thoughts beyond the blogoshpere. Amazon provides you the opportunity to elevate your credibility and bring interactive content to the masses; the iPad doesn’t seem to be going this way.

Can you imagine if all 48 pages of Common Sense written by Thomas Paine had an interactive community around it citing sources? Could King George have jumped in and had a counter argument disputing each point from its original anonymous “Written by an Englishman” author? Would support for the American Revolution been secured faster? What similar e-documents were used to aid Egypt in their efforts for independence? Did mobile texting networks, the blogosphere or Twitterverse speed up the democratization process? I’d argue it did.

Compelling content exists today in unfathomable quantities and we hungrily consume and produce more of it every day. Whether paid or not, people take the time to post 900,000 blogs per day. There are roughly 70 million videos on YouTube and 2 Billion searches conducted via Google.

I engage (and expect to engage) with online content much differently than I do when I read a printed book. I choose to explore related resources when they are conveniently presented to me, only a click away. Dispute a fact. Research a related thought. Ague a point. Post a comment. Buy a product right now. Have a concern about a company– ask your friends about it right now. Granted, I have a bias towards action (in fact, my twitter handle is biasforaction), but I don’t think I’m unique.

Maybe I’m giving them more credit than they’re due, but I’d like to think that Amazon with its Kindle Fire is deliberately breaking new ground. Amazon could become a broker of communities formed around common interests and original content. I realize may be way off-base as I don’t even have a Kindle Fire yet. Still, I’m excited at the possibilities and the technology revolving around “me” right now.

What do you think? Is Amazon up to the task of advancing our level of engagement with new ideas (and each other) through interactive content? Is Kindle Fire the platform to change the way the masses communicate and consume information?

Just back from attending HiveFire’s user conference for content curators. Content curation has taken off! My learning from the conference is that the reason why has much to do with TRUST!

What is content curation, you ask? Simply put: content curation is the process of sifting through the boatload of information “out there”—blog posts, tweets & news feeds—and passing on the golden nuggets others in your network find valuable.

After sitting in this curation conference and being bombarded with the “T” word, I was struck by the incredible potential content curation has for salespeople to virtually build trusting relationships as the foundation for generating sales and referrals.

I found this trust theme particularly interesting having just read a blog by Steven Woods, CTO at Eloqua, on “Trust, Reputation, and Inside-Sales”.

“There is a significant shift underway in how we establish and build trust… [having] numerous profound implications for society in general, but more specifically, it is causing significant shifts in the way that people buy… the evolution of trust is opening up new opportunities for inside sales teams.”

“As the emphasis on face-to-face interaction as a way to build trust decreases in lieu of other ways of building trust, the need to be “in the field” also decreases. It is unlikely that field sales as a discipline will disappear any time soon, the economic bar at which a face-to-face interaction is “necessary” is in the middle of a dramatic shift.”

Marketers are all over the power of content curation for building trusted reputations of brands and products. According to Hivefire’s B2Marketing trends 2011 survey, 82% of B2B marketers now use content marketing as a strategy in their marketing programs. Forrester Research cites the use of online content curation to build thought leadership and authority relationships as one of four critical emerging technologies for B2B sales and marketing.

Posting a Youtube video occasionally on Facebook to share with friends or sharing links to articles of interest with your network are forms of content curation. Chances are you already do this to some extent. Now think about someone you know professionally you consider as a go-to person or expert. My guess is that they regularly share information on a particular topic you find valuable. By doing so consistently, they’ve established themselves as a trusted source.

Bottom line: every communication you send—and online interaction you have—is an opportunity to build trust capital you can leverage strategically to boost sales. Continuously earn deposits in your prospects’ trust banks by routinely sharing valuable, golden nuggets of information. Here are a few content curation tips to help you get started:

1. Add real value by selecting content of specific interest to an individual prospect or customer. Make sure it’s information your reader truly cares about; do not be guided by what you find interesting or stimuating.
2. Less is more—don’t overload your prospect with too much information.  Remember, too much information and they will shut down (read more in my previous blog).
3. Don’t be afraid to share information about your competition; it is a critical way to show that you are trustworthy.  Nobody wants to do business with an “information censor”.

Stay tuned for future posts with additional practical tips to help you create a simple, disciplined routine for continuously discovering and sharing valuable information with prospects and clients.

How are you building trust virtually? Is content curation one of the trust-building tools you use?

Peggy Kriss, Ph.D. is a clinical psychologist in Newton, Massachusetts and a consultant to VisibleGains. Stay tuned for more psychology informed blogs by Dr. Kriss.