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The Search for Social Salespeople

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The Search for Social Salespeople

It’s been a lot of years since I last hired and ran a sales team which was in … 2005. Yikes! That long ago!? Still, over 80% of my career was spent doing just that. Finding and selecting the right salesperson for your company is one of the most critical, and difficult, challenges that any sales manager is faced with. While I think that I have always been a pretty good judge of people, like most of us, my choices ...

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Why Sales Teams Should Fish in a Small Pond

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Why Sales Teams Should Fish in a Small Pond

Back in grade school my aunt emailed my Mom the pre-social media equivalent of an infographic. It included pictures of cows and their political views. There was a socialist cow with accompanying text that said, “You have 2 cows and give one to your neighbor.” There was a communist cow with text that said, “You have 2 cows. The government takes both and gives you the milk.” In total there were probably 12 of these cows. The point was to ...

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Is Less Really More? Focused Social Selling [eBook]

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Is Less Really More? Focused Social Selling [eBook]

Less really is more when it comes to social selling!Today I am pleased to announce the publication, and availability for free download, of my first eBook …  “Focused Social Selling – less really is more”. But, before I share the highlights, a little bit of the backstory might be appropriate.

Not that long ago, I had an epiphany that gradually ...

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How I Work It – Social Selling with Barbara Giamanco

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How I Work It – Social Selling with Barbara Giamanco

Barbara GiamancoWith a grateful nod to Heinz Marketing, Lifehacker, Inc. Magazine and others who regularly publish “This is How I Work” articles, which I love to read …. welcome to “How I Work It – Social Selling”.

I try to watch and emulate others and you probably do the same. There is a lot of confusion, particularly with B2B, regarding how to implement social selling. Our hope is that ...

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2016 Social Selling App and Article Roundup #4

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2016 Social Selling App and Article Roundup #4

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out!

While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden ...

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Product Marketing and Sales Enablement ROI

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Product Marketing and Sales Enablement ROI

Product marketing is tasked with the strategic function of understanding the market and market needs but, with an emphasis on understanding the buyer of your company’s goods and services. Product marketing is then responsible for developing positioning, messaging, competitive differentiation, and enabling sales and marketing teams to ensure they are aligned and work efficiently to generate and close opportunities.  A huge part of this job comes down to the marketing collateral created. Sales enablement tools allow marketing to share this ...

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