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Social Selling

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How To Build A Social Media Sales Funnel From Scratch

How To Build A Social Media Sales Funnel From Scratch

At a recent speaking engagement I was privileged to spend some quality time chatting to a number of small business owners after the event, and one of the biggest questions... read more

Knowledge as a service: people as a “de facto” Enterprise Service Bus

Knowledge as a service: people as a “de facto” Enterprise Service Bus

A question I often hear when speaking about how social collaboration technologies can make us all more productive is: if the organization becomes more productive, wouldn’t that make workers superfluous?... read more

Convert Social Media Leads Into Sales

Convert Social Media Leads Into Sales

How can your personal brand bring in more sales with social media? The answer is through targeted strategies, stellar content, and consistent communication. A simple share or retweet is not... read more

5 Insights To Increase Revenue With Big Data And Social Selling (Infographic)

5 Insights To Increase Revenue With Big Data And Social Selling (Infographic)

We live in the Big Data era. The volume and variety of data available to marketers from internal sales records and public records, sophisticated marketing analytics applications, social media and a... read more

How to Communicate Your Value and the Value Business Buyers Are Looking For on Your LinkedIn Profile

How to Communicate Your Value and the Value Business Buyers Are Looking For on Your LinkedIn Profile

According to a recent Forrester study, business buyers define a valuable sales meeting as: A meeting where the firm’s managing director, sales manager or one of their executives demonstrates that they... read more

How To Transform Your Marketing Approach With The “Buying Center” Concept

How To Transform Your Marketing Approach With The “Buying Center” Concept

As a marketer, you put a lot of effort into understanding your target market. You may hire top marketing firms to help you achieve clarity.  You probably use market segmentation... read more

Social Selling: Why It Is Time And How To Get Started

Social Selling: Why It Is Time And How To Get Started

Back in 2011 Google released a study called “Zero Moment of Truth.” The purpose of the study was to better understand the informed consumer who was able to create buy/sell... read more

Why Your Social Media Marketing Isn’t Generating Revenue

Why Your Social Media Marketing Isn’t Generating Revenue

If you’re doing the one thing on social media you should be doing every day, you’re ahead of 80% of the people using it. But what if you’re posting, engaging,... read more

My 1-Week “Old School” Social Selling Experiment

My 1-Week “Old School” Social Selling Experiment

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Having started my sales career long before social selling, social networks, and even the Internet, I can appreciate the concern that some sales experts have expressed over salespeople spending too... read more

27 Surprising Facts About Salespeople Who Are Social Selling

27 Surprising Facts About Salespeople Who Are Social Selling

Social Selling is the use of social media to interact directly with prospects, to answer questions and offer thoughtful content until the prospect is ready to buy. Social selling is... read more

Social Selling Starts With Influencing Buyers Before They’ve Even Contacted You!

Social Selling Starts With Influencing Buyers Before They’ve Even Contacted You!

‘Social selling’ is the current buzzword in sales circles. Whilst many do not believe the actual function of ‘selling’ has inherently changed, the advance of social media is affecting the... read more

LinkedIn Expands Toolbox for Sales Users and Social Selling

LinkedIn Expands Toolbox for Sales Users and Social Selling

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LinkedIn is known as the business professional’s social network: a virtual meeting place for networkers, job seekers, recruiters and sales professionals. Over the last few months, LinkedIn has boosted its... read more

Go-To-Market Strategies in the Age of the Social Customer

Go-To-Market Strategies in the Age of the Social Customer

Market segmentation by demographics, geography, etc. is a common exercise that helps marketers to form their go-to-market strategies. Most of these segmentation efforts are based on hypothesis or inferences of... read more

Social Selling: Engagement to Acceleration

Social Selling: Engagement to Acceleration

How do you prefer to buy? Do you want to be badgered by endless phone calls, emails and direct mail? Do you want to hear someone plead their case, make... read more

Social Selling Applications Go Corporate

Social Selling Applications Go Corporate

When social networking applications started out over ten years ago, they were for individuals to communicate about their personal life. Individuals created networks of friends/connections/followers and shared posts about their... read more