Using social media to sell to your market represents a practical and scalable way to enable your sales team to consistently sell. How do we know this? The numbers simply do not lie—90% of C-Level executives resist other types of cold outreach, 84% of B2B decision makers use online research Read more…
Gaining success with a social selling program is not difficult if the program is comprehensive. Social Selling represents an extremely scalable way that marketing can partner with sales to create new conversations with prospects. But attaining the results we have seen with clients is not a given. In fact, too Read more…
Sales is a bedeviling problem for startups, mid-size and Enterprise companies. Whether a company has an established sales force or is just making the leap to start one, the common problem exists: Sales teams are told to ‘go sell’ regardless of whether a target market or value proposition has been Read more…
Business Markets are being fundamentally altered due to digitization. Tidal waves of information greet business buyers each day online. Buyers no longer solely rely on salespeople and vendors to offer solutions and help. They now help themselves. The buying and selling processes have been truly disrupted. As buyers have found Read more…
Social selling or leveraging the personal social media of a sales force to sell, has become a bit of an inevitability in a sales world dominated by new buzzwords like ABS (account-based selling), lead automation and sales digitization. But the question at hand is not about generalities. Rather, sales and Read more…
Beginning a Social Selling Campaign: Where to start…and where do I get the budget? Marketers beginning a social selling program wrestle with many basic questions that often accompany high-growth new campaigns. They want to know what to expect. Will a social selling program bring in new revenues and leads? If Read more…
1) What are you up to these days? Right now, I’m sitting on an airplane. I know that probably shocks you (not). The normal week for me involves going to see customers. I love doing it. Customers are our lifeline for much more than revenue. They let us know where Read more…
As a leader or executive, social media looks very different. It can be a hole in the armor where unwanted requests and disturbance filter in. But the best executives in business today are leveraging social media to work for them. With confidence and a little help, they can become part Read more…
Connecting with others on LinkedIn is extremely easy and can lead to new leads. We all hear this claim, but recently I got a chance to live it. I needed to reach out to a large group of users and offer them a new service. I knew who my targets Read more…
Writing effective long-form blogs/articles/white papers to share via social comes down to one principle that is curiously missing from so much long-form copy: saying something that addresses the natural resistance to your company solutions that exists in the market. The abundance of content on the web is astounding. Read more…
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