Archive for 'Social Sales'

Social Sales | Taking the Chill Out Of Cold Calling

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Social Sales | Taking the Chill Out Of Cold Calling

True cold calling in B2B selling is probably fairly close to being a lost art. If not, it should be. I’m talking about finding a street and then knocking on every office door one-by-one without the slightest idea of what might lie behind that wooden, metal, or glass barrier. The same can be said of “smiling and dialing”. Social Sales is changing that!

Why is this traditional part of selling dying out? Probably because most of us ...

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10 Things You Hate About Selling That You’re Gonna’ Love About Social Sales!

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10 Things You Hate About Selling That You’re Gonna’ Love About Social Sales!

As someone who has spent his entire professional career in B2B sales (since 1977), there have always been things that I love about the business (money, independence, competition) and things that I don’t (cold calling, not knowing enough about my customer, doors slammed in my face). Regardless, having a “thick skin” has always been a critical mental trait for any successful B2B salesperson and not having that quality is what keeps many from joining the profession and even more from ...

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Social Networking & The Art Of Progressive Engagement

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Social Networking & The Art Of Progressive Engagement

One goal in social networking is to connect with others, in meaningful manner, and then to develop these relationships. Our primary goal should be to do this with the right people … those who we can best assist with achieving their desired results and vice versa. 

Twitter and Google+ are fairly simple and straightforward. You follow or place somebody in one of your circles and then see if they will return the favor. LinkedIn and Facebook require a more ...

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15 Time Management Tips For Social Sales

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15 Time Management Tips For Social Sales

When I first began my research into this new thing called social media (social sales), I heard the same phrases over and over:

“Social media is a huge time suck!”

“Social media is like a black hole. Once you get sucked in, you’ll never get out!”

Well now, that’s a problem. As a salesperson, I understand the value of time and I also understand that, no matter how hard we try, 24 hours in a day cannot be ...

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Social Sales – The 6 Critical Mistakes You Are Making With LinkedIn

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Social Sales – The 6 Critical Mistakes You Are Making With LinkedIn

I speak with a lot of B2B salespeople every week who are either not using LinkedIn for social sales or who are not getting the results that they had expected with this platform. Then there are those who, with their 500+ connections, feel that they are doing just fine. “After all, I have a whole bunch of contacts and isn’t that the standard of measurement?” It is not.

LinkedIn is not all that complex yet there are 6 basic and ...

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Close Encounters Of The Profitable Kind – Social Sales

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Close Encounters Of The Profitable Kind – Social Sales

You’ve spent the last two years diligently working your social networks and, in return for your efforts, what do you have to show for it? Nada. Butkus. No sales and not even a sales suspect let alone a qualified prospect. The same result might hold true for your in-person business-development activities. Bad luck?

First off, trite as these sayings may be …

  • You make your own luck
  • The harder you work, the luckier you get
  • Luck is where preparation meets opportunity and, my personal ...
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