Month: October 2014

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Blog Sales Sales Advice Sales Enablement Social Selling

6 Signs (And the Cure) to Unmask a Social Selling Charlatan

Halloween is the holiday traditionally reserved for costumes, illusion, and scary things. But October 31 isn’t the only date for spotting Social Selling pretenders.

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Blog Sales 2.0 Social Selling Social Selling Toolkit Social Tool Series

How Sales Reps and Marketers Use LinkedIn’s Sales Navigator

Sales Navigator Jpeg Lead CaptureSocial Selling has reshaped the online marketplace. When LinkedIn released Sales Navigator, it noted that that 75 percent of B2B buyers use social media to research vendors, and three out of four buyers prefer vendors recommended by their network.

To take advantage of this social marketplace, LinkedIn has assembled the tools sales reps and marketers have requested most and integrated them into Sales Navigator. Here’s a look at how to effectively use this multifaceted tool.

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Blog Social Selling Social Selling Toolkit

Getting Started with LinkedIn Sales Navigator

GETTING STARTED WITH LINKED IN SALES NAVIGATOR

LinkedIn first developed its reputation as a social networking site for professionals. However, today LinkedIn has expanded its reach and is offering a whole host of other services for businesses and individuals alike, including one of its newest — the LinkedIn Sales Navigator.

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Blog Social Selling Social Selling in 60 Seconds

The Ideal LinkedIn Profile: 3 Elements You Can’t Ignore

Banner Social Selling

I always get this question: What does an ideal LinkedIn profile look like? Check out Mario Martinez Jr.’s profile, VP of Sales at PGI.

What makes his LinkedIn profile stand out are 3 key elements:

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Blog Social Selling

LinkedIn Success: 9 Expert Quotes For Social Selling Pros

Linkedin Logo In bottle In The Beach

If you are a sales and/or marketing professional in today’s marketplace you have likely heard A LOT about LinkedIn. Regardless of your level of usage, most of the things you’ve heard have probably been positive. You might have heard people say something like LinkedIn is “an amazing networking tool” or “crucial for sales research.” You may have also heard some people say negative things about LinkedIn (not this guy!!).

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Blog Infographics Social Selling

12 Do’s And Don’ts Of Social Selling [Infographic]

During a fire in a convent, a group of nuns were trapped on the third floor. Thinking quickly, they took off their habits, tied them together, and used them as a rope to go down through the window.

After they had reached safety, a reporter asked, “Weren’t you worried that your habits would rip on your way down?”

“Of course not!” said one of the nuns. “Don’t you know how hard it is to break an old habit?”

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Blog Sales Advice Social Selling Social Selling in 60 Seconds

3 Ways Not To “Pitch” When Social Selling

Police Tapes

I read this great blog the other day by Barbara Giamanco and she mentioned a term that I instantly loved, the feature dump.

It got me thinking about how sales professionals routinely fall into the trap of giving a speech about the features of our products and services (with a smattering of benefits). And as you start using social media more as a part of your sales routine, there are some ways you shouldn’t pitch.

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Blog Sales Advice Social Selling

The Key Elements Of A Successful Social Selling Routine

To Do List

Whenever we hear the word routine, our thoughts immediately turn to something that is dull, monotonous, or tedious.

Establishing a routine, or habit, for Social Selling, however, can be quite the opposite.

Is your Social Selling routine mundane or moving? Are you seeing the advantages of time vs. effort?

As the Social Selling revolution continues to captivate the sales industry, the most productive and forward-thinking sales representatives utilize social media to connect and capture more business than ever previously imagined.

Here are four elements of a Social Selling routine that are essential for successful sales professionals to embrace.

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Blog Sales Sales 2.0 Sales Advice Social Selling

4 Popular Objections And How To Overcome Them Using Social Selling

Nobody likes to say no. People come up with lots of creative ways to stall or put off making a decision, even when it is in their best interest to solve the problem. When you are training your sales team to become experts on social selling, one way to get them on board is to show them how new technology solves some very old sales challenges.

At the Sales Acceleration Summit earlier this year, Jim Keenan revealed that 78.6 percent of sales professionals who used social media outperformed their competition. How did they do it? Here are four of the most common sales objections along with the ways that social selling blows them away.

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Blog Sales Advice Social Selling in 60 Seconds

Losing your Gen Y sales talent? YOU WILL!

Gen Y = any sales professional on your team born after 1980. That makes your oldest Gen Y 34 years old.

Do you know what’s different about them (I’m 36 years old, so I’m like a hybrid), that from you?

You got your first cell phone AFTER University, had to use a shared computer lab to check email (maybe – or you didn’t have email) and Social Media DID NOT come naturally.

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