Key Account Management is a very complex and comprehensive process that generally addresses what happens after the sale. What we want to explore today is how we can leverage … [Read more...]
You Can Own Your Market With Social Selling
There's good news and … there's bad news. The good news is that, with social selling, your market just got a lot bigger. The bad news is … your market just got a lot bigger … [Read more...]
How to Leverage Social Selling Research Without Being a Creeper
I spent some time last month helping a friend get set up on LinkedIn so that he might start to leverage that platform in order to find a good B2B sales job. He’s a younger guy … [Read more...]
A Primer on B2B Social Selling with LinkedIn – Part 2
Last month we started our discussion of social selling on LinkedIn. If you missed it, you can catch it here. As a reminder, social selling on LinkedIn or on any other platform … [Read more...]
A Primer on B2B Social Selling with LinkedIn – Part 1
Last month we talked about social selling on Twitter and how important it can be particularly as a path to initiating meaningful connections on LinkedIn. Today we switch to … [Read more...]
A Primer on B2B Social Selling with Twitter
Our next two articles will be discussing social selling with two separate platforms … Twitter and LinkedIn. A few years ago, I recall a conversation on one of the social … [Read more...]
The Toughest Challenge in Sales – Find New Business
Selling is not a “chicken or egg” riddle. There is no question that, if you can’t find new sales opportunities, there will be no new revenues. In today's world of social … [Read more...]
The Social Media Noise Has Become Deafening!
This is not the first time that I have touched on this subject but, it's certainly not getting any quieter out there. There’s an old saying that “you are either a part of the … [Read more...]
What Is a “Social Selling Process” and Why Should You Care?
Simply put, a sales process defines the steps in a sale that are proven to work so that this success can be consistently replicated. Think steps in a pipeline or a yes/no … [Read more...]
Is Selling Still a Numbers Game?
I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 … [Read more...]
Optimizing Your Social Selling Network Activities
You have joined a social network and, most likely, you have joined more than one. Now comes the time for you to lean back and wait for the orders to magically float into your … [Read more...]
4 Simple Social CRM Activities That Will Increase Your Sales
Before there was CRM (Customer Relationship Management) there were Contact Managers (CM) and good contact management practices are neither dead nor are they old-school. The CM … [Read more...]
How to Weave Social Into Your Traditional Selling Strategies
For those of us who have been around for a while (some of us longer than others), the mere thought of upending our proven routines can be … unsettling. Speaking for myself, I … [Read more...]
Why and How Salespeople Should be Publishing on LinkedIn
Way back in 2013, I wrote an article for this site titled “If Salespeople Should be Blogging, Why Aren't You?” Consider this a follow-up. I've been writing now for about 7 … [Read more...]
Leveraging Your Team to Increase Your Social Selling Sales
It seems that sometimes we can't see the forest for the trees. Or, maybe it is that we neglect the obvious, the people who are already around us while we diligently search for … [Read more...]
Social Sales Should Be a Mindset, Not a Toolbox
If, like me, you are in B2B sales and are active at all in social sales, you are well aware that there are literally tons of sales-related applications to choose from for … [Read more...]
How to Use LinkedIn Groups for Social Selling
LinkedIn Groups can be extremely valuable tools for social selling but, I find them to be somewhat of an anomaly based on the relatively small percentage of group members (I’m … [Read more...]
What Sales Managers Should Know About Social Sales
In past lives, I have both been a sales manager, and I have also worked for a number of sales managers. Not all of those were created equally ... Some were also … [Read more...]
The New Sales Model is Social Listening
At least by classic definitions, I have never considered myself to be a particularly good salesperson. That doesn't mean that I don't get the job done. For example, while I … [Read more...]
You’ve Connected on LinkedIn. Now What?
How many of us can honestly say that we even know, let alone have a relationship with, any more than a small fraction of our connections on LinkedIn? I'm ashamed to admit that … [Read more...]
The Bad News Is … You Are Meeting My Expectations
There are only three possible impressions that a customer will walk away with having done business with you and/or your company. You have either ... Not met their … [Read more...]
My $50 Per Month Recommended Social Selling Tools
There sure are a lot of free applications that are well designed for social selling tools that are available on the marketplace these days. With all this free stuff, why pay … [Read more...]
Social Sales | Identifying the Decision Maker
Properly identifying the decision maker(s) may be the single most important aspect of the sales process. Certainly, this is no different in social sales. Specifically, we are … [Read more...]
Social Sales | Unlocking the Gatekeeper
One of the biggest challenges in sales is often just getting past the gatekeeper and some of them are very good at keeping you away from the decision maker. As a sales … [Read more...]
Social Media for B2B Sales – 11 Tips for Building Better Client Relationships!
Selling has always been about relationships. Particularly in B2B sales, people buy first from individuals and then from their companies. Social Media presents us with an … [Read more...]
Social Media For B2B Sales – Ready, Set, Slow
Last month we discussed the importance of proper planning and of setting goals prior to jumping into social media for B2B sales. Today let’s talk about your critical first … [Read more...]