Oct 16, 2014 | Referral Sales, Sales Leadership, Social Selling
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...
Aug 21, 2014 | Referral Sales, Sales Leadership, Social Selling
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...
Jul 29, 2014 | Referral Sales, Sales Leadership, Social Selling
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...
Jul 17, 2014 | Social Selling
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:...
Jul 16, 2014 | Social 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...
Jan 9, 2014 | Referral Sales, Sales Leadership, Social Selling
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...
