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“We’re Proficient on LinkedIn – Thanks?!” – are you BOOKING meetings with...
Do you even know what “proficient on LinkedIn even means?” It’s a lame excuse to not understanding the powers of Social Selling. The second question in my Headline “are your reps booking meetings...
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Social Selling: More Meetings & More Sales
As sales professionals, one of the biggest challenges we have is to find and nurture new prospects that are interested in our products and services. Every month and every quarter, once quotas are set,...
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How Can I Use Competitive Intelligence to My Advantage?
Attention sales professionals! If you expect to dial everyone in your prospect list to discover new opportunities, chances are you are still likely missing most of them in your patch (geographic or...
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“A Picture Speaks a Thousand Clicks”– Google Authorship
Google authorship – what is it, and why do I need to know about it? After investing hours upon hours creating catchy, insightful blog posts and otherwise gripping content, you want to make sure you are...
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Mention Influencers to Grow your Network in LinkedIn
One of the best ways to increase social engagement and grow your LinkedIn Connections is leveraging Influencers. Influencers are the trusted voices (i.e. my buyers are VP of Sales, thus my Influencer...
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The Only Constant is Change
It’s 9:00 AM and you are just starting work. It’s time to start your day. What is the first thing you will do today? If you are like most sales professionals, you will be focused on looking for new...
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It’s All About ABC ABE
Every sales professional wants to do one thing. That’s pretty darn obvious. But when the goal of the sales professional and the prospect do not meet, massive friction is created. Like it or not, the...
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Sharing Content? Follow These 3 Rules
As you wade into the waters of Social Selling, you will be sharing content about your company’s products and services. Sharing information is liberating, scary, but more than anything, fun. It will...
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5 Ways That Twitter Can Help Your Business
This video quickly highlights 5 ways that using Twitter can help your business: It’s a great way to drive web traffic to your web properties It keeps you up to date on current news It’s a terrific...
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Finally video conferencing that can drive sales!
When we started working with , I was a little nervous. They only like to do one type of communication – VIDEO. I don’t mean Skype; no, they have half-mooned video conferencing rooms that are so...
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Top 10 Customer Centric Calls to Action
Within the mechanics of marketing communication, we have proven time and time again that a good Call to Action can often be exactly what is needed to sway an individual’s thinking, what they are...
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3 Tips on Becoming a Sales Hacker
Seriously, it pays to become a sales hacker. Think I’m joking? Tim Ferriss is known to most as a serious and committed life hacker. He has deconstructed the work week, weight loss, muscle gain,...
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The Four Somethings of Social Selling
The Keys to Securing Your Customers’ Hearts, Time, and Attention With its origins rooted deep in English folklore, the “four somethings” of marriage is an adage I was reminded of recently as I passed...
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Are Marketing People Academic, Paper-Pushers, and Irrelevant?
I hope this got the attention of marketing professionals. If not, please send this to them. In case you’re wondering, those are not my words but quoted from a CEB survey of sales professionals when...
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Help Us Save The Bluebirds!!!
When I took over Tracey’s territory at Xerox I literally had it made. She was one of those individuals that had her customer base so finely tuned that her clients would literally be faxing purchase...
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An Open Sales Letter to Sales Executives & Leaders
Dear Director of Sales and VP of Sales, It’s me, one of your Senior Account Executives in Territory ABC. I joined the company with all the excitement in the world and to grow my career. Two promotions...
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You Can Take That To The Bank
It’s no surprise that he’s gone on to build a successful Leadership Development company; Tim Cork is one of the most inspiring sales leaders I’ve ever had the fortune to learn from. I say this after...
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The Value Conversation & Social Selling
Social Selling actually delivers on the long-held and correct belief that buyers purchase from those that add the most value. The psychology behind this is sound, but the problem has always been the...
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Roadmap to when you should connect on LinkedIn
Most clients have asked, “When should I connect with someone on LinkedIn”? Everyone has varying opinions, but I’m in full consensus that blind connection requests are NOT valuable. Here are the events...
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Field Sales’ new best friend – LinkedIn calendar sync for mobile
I’ll admit I used to find the old LinkedIn mobile app inferior. So much of my day to day Social Selling routine was not available on the app. The app is evolving, and becoming a powerful tool. I’m...
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