Very early on in my selling career I was taught what people buy (benefits) and when people buy (when an emotional decision is made). What nobody told me was … How do individual people buy? What process do they go through? Why do they buy in the first place? Yes, the fact that the product or
Social networks are very much like communities. Once you move in you can choose to either get out and meet your new neighbors or you can decide to be the “odd family” that never ventures past their front door. In the world of social media, there are tons of neighborhoods to choose from and you
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
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,
Our last two articles have discussed the two most important disciplines in social sales as being prospecting and relationship-building. Drilling down a little deeper, there are important steps involved in each and we call these steps F.A.C.E.S. and today we will focus on the most popular social business platform, LinkedIn. Before we get started, what
How To Gain Social Insights From Your Most Valuable Asset – Your Customers!
Unless your customer is a chicken, and you are a “certified chicken hypnotist”, perhaps this type of focus group would not be your first choice for gaining valuable insights from your customer base. Besides, there are many more avenues and tools that are sitting right there at your fingertips which are much more accessible, more
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