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 who has a fairly extensive background in B2C selling. Once we got his profile set up to an acceptable starting
In my eBook… “Focused Social Selling – Less Really is More”, I made the assertion that fewer better connections will ultimately lead to higher sales. I believe this. As a part of this program, I have been spending some time on filtering my news feed on LinkedIn. Why? Well, of the over 1,000 first degree
One of the very first concepts that I was introduced to when I got started with social media was the law of attraction. Websites operate on this principle by attracting people to the site via SEO and content. Ideally, these visitors can then be converted to paying customers. With social selling, now salespeople also have
As a sales rep you are probably struggling with lack of information that is being passed to you. This makes it difficult for you to sell and often good leads may seem as bad due to lack of proper data. Typically, the sales team receive most leads with limited amount of information often with the
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 flowchart. Some might also include cadence as a part of this process which will, among other areas, define the frequency of selling steps. For example, how many calls should you make
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 abhor change. I thrive in a system of perfect order, rules, and predictability. Hence, when approached with the prospect of social media, my
