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Social Selling Articles

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 […]

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 […]

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