Background – My “Focused Social Selling” article series details my conviction that certain steps should be taken in order to make social selling dramatically more effective. More than ever, I am convinced that it will be proven to be accurate. My premise is that fewer and better connections, when engaged personally and consistently, will yield
I love WWII submarine movies. I especially love the thrill of the hunt and the ping of the sonar. The closer you get to the target, the louder and more rapid the pingbacks become. When your pings and their pings meld as one, you are right on top of them. Directional sonar will even identify
As salespeople, we’re constantly looking for ways to stay ahead of the curve: new strategies for networking, new avenues for prospecting, new ways to sell. And that drive toward the new helps us stay competitive, and, when meeting quotas is the name of the game, that’s a good way to be. Of course, the problem
I have been thinking a great deal as of late as to why so many of my B2B contemporaries have been loathe to adopt social selling. Most don’t want to talk about, let alone even consider, it! Whether or not you or your company will succeed with implementing a social sales initiative, it starts at the
By now you should have begun your program of progressive engagement, timed by your recurring reminders and/or appropriate opportunities, with your classified contacts. A few things to keep in mind … You are in this for the long-haul and breaking into any new account takes time. Maintaining existing accounts requires your consistent effort. Your goal
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
