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Social Selling Articles

Aug, 21 2014 | Referral Sales, Sales Leadership, Social Selling

Joanne Talks Social Selling with LinkedIn’s Koka Sexton

Social selling is a powerful tool for salespeople who prospect through referrals, but only if you do it right. Relationships still rule in business, and especially in sales. Whether you’re connecting with someone in person or online, your goal is to begin a conversation, ask questions, and develop a relationship—not scare people away by immediately […]

Jul, 29 2014 | Referral Sales, Sales Leadership, Social Selling

Social Selling Not Working for You?

Here’s why your social media strategy is falling flat—and how to bring it back to life. Your mother was right. There is a time and place for everything. So when and where is the best time to make a sales pitch? Save it for when your prospects genuinely like and trust you, because strangers on […]

Jul, 17 2014 | Social Selling

LinkedIn—Join My Network? Not on Your Life!

There’s only one trick to social selling, and very few sales pros get it right. It’s probably not surprising to see yet another webinar about LinkedIn. I get invites all the time. But let me cut through the clutter and get to the meat of the matter for salespeople: When it comes to social selling, […]

Jul, 16 2014 | Social Selling

5 Ways LinkedIn Can Drive New Revenue–Without Selling!

If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong! Because sales is about relationships – not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. For starters, asking someone to “join your […]

Jan, 09 2014 | Referral Sales, Sales Leadership, Social Selling

Digital Socialites Still Need to Sparkle

Seal the deal by becoming more social. Woody Allen said that 80 percent of success is showing up. We show up a lot differently today than when he made that quip. We show up in person and online. But the goals are still the same—to develop connections and build relationships. In this month’s guest post […]

Apr, 11 2013 | Referral Sales, Social Selling

Social Selling is Personalized Selling

Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that. My colleague, Nancy Nardin, knows about every sales tool there is. However, as she once told me, “Unless a tool increases productivity, it’s a waste of time.” Great […]

Jan, 03 2013 | Referral Sales, Social Selling

Social Media Marketing Is NOT the Same As Social Selling

Everyone yelling, “Me, too!” as they hop on the social media bandwagon makes for a crowded ride. Understand the platforms, distinguish yourself, and get ahead of the noise. Want to get the real scoop about social selling? There are a lot of fakes out there and a lot of confusing lingo. My colleague, Barb Giamanco […]

Aug, 09 2012 | Social Selling

The 3 Top Industries for Social Selling with LinkedIn

Not every industry lends itself to social networking. Find out where you can get the most bang for your social-selling buck. There are way too many people and “so-called experts” offering tips about social media. Then I met Kurt Shaver: He’s different. He has carried a bag, been a sales executive, and actually provides tips […]

May, 19 2011 | Social Selling

Is There Such a Thing as Smarter Social Networking?

To realize social networking’s potential, we need to become more active orchestrators of our social networks, setting the tone and drawing out others. John Hagel III and John Seely Brown wrote a terrific blog for Harvard Business Review in which they shared Five Tips for Smarter Social Networking. They have contrarian advice (which I love). […]

Mar, 23 2011 | Referral Sales, Social Selling

Get Social, Get Referrals

3 Ways to Get More Leads and Sales with Social Networking and Referral Marketing By Joanne Black The Internet, social networking, and other breakthroughs in technology have fundamentally changed the way we do business. New technology drives communications, messaging, and information access at warp speed, and our clients expect immediate access. This pattern of ever-increasing […]

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