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Social Selling Articles

Aug, 23 2018 | Social Selling

Social Selling: What You Should and Should NOT Do

A Complete Guide to Putting the “Social” Back in Social Selling Social selling has finally (and dangerously) reached buzzword status. Dangerously, because there are misperceptions about what it means, how to do it, and just as importantly, how not to do it. Misperceptions, because salespeople have forgotten the social part of social selling. Instead, they […]

Aug, 04 2016 | Social Selling

Social Selling Isn’t a 24/7 Job

How can we stay in touch without always being connected? I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social selling and the importance of […]

Jul, 07 2016 | Referral Sales, Sales Leadership, Social Selling

This Is the Biggest Lead Generation Mistake on Social Media

lead generation

A LinkedIn connection is not a sales lead. It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation: I’d love to talk and hear about you, what’s happening in […]

May, 19 2016 | Referral Sales, Social Selling

Do Your Sales Reps Act Like Sales Snobs or Social Stalkers?

Maximize your net worth via your referral network. Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. His response: “What is referral selling?” […]

May, 05 2016 | Referral Sales, Sales Leadership, Social Selling

How Social Selling Got Me 21 Meetings in 2 Days

Never forget that selling is social. The magic number is 21. No, I’m not playing blackjack. That’s the number of people I’m meeting for the first time at the Sales Innovation Expo in London this month. I’ve never spoken with any of them. I met them all on LinkedIn and Twitter. So, why do they […]

Mar, 17 2016 | Referral Sales, Sales Leadership, Social Selling

Social Selling: What the Sales Pros Do Differently

What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. Your marketing department can help by providing relevant content […]

Jan, 14 2016 | Referral Sales, Sales Leadership, Social Selling

A Social Media Connection Is Not a Sales Lead

Are your sales reps clueless about how social selling really works? Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. They invite person after person to connect using the same old standard invitation, and then immediately blast sales pitches to anyone who accepts. This bad behavior […]

Mar, 05 2015 | Referral Sales, Sales Leadership, Social Selling

4 Ways Salespeople Get Social Networking Wrong

Forget about social selling and focus on social engagement. “Aren’t you afraid clients won’t need you?” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first book, No More Cold Calling. Yes, I was giving everything away—my content, my best ideas, and a process that […]

Nov, 20 2014 | Referral Sales, Sales Leadership, Social Selling

You Don’t Have to Be a Millennial to Top the Social Media Charts

Boomers can’t afford to let Gen Y have the social selling advantage. As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I still manage to leverage technology (very successfully) in my sales process. There’s a common misconception that people born before […]

Oct, 16 2014 | Referral Sales, Sales Leadership, Social Selling

Social Deja Vu: We’ve Been Here Before

Even when there’s nothing on, we’ll always have reruns. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Because the more things change, the more they stay the same—in sales and in life. Old but Not Irrelevant People have always […]

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