At the heart of most social selling strategies are poisonous ideas. Concepts that “experts” claim are best practices.
Today’s most productive digital sales professionals are using email to uncover new leads. When combined with other tactics, email can
What constitutes social selling on LinkedIn? LinkedIn answers with The Social Selling Index. (SSI) It’s a measure of a social seller’s
Sales teams are spending big bucks this year on LinkedIn Sales Navigator, primarily to access LinkedIn’s database and InMail.
The best cold email sequence is the one that opens the door to more meetings, right? Not really. The best cold email sequence is one that qualifies buyers faster. So your meet with more closeable clients. Sequencing email touches is about increasing quality of meetings, not quantity. And therein lies the power. Rushing the meeting…
Whether using standard email or LinkedIn’s InMail, there is one problem I see repeatedly: Talking about the benefits of products
Is LinkedIn effective for prospecting? For 95 percent of sellers invested in LinkedIn Sales Navigator, it’s been a bust.
The Web is littered with horrible advice on cold email prospecting tips and strategy. Templates? Even worse. So here’s what I’ve
Are you sabotaging yourself when using LinkedIn InMail to prospect new business? Or is your team spinning wheels, generating less than
Using cold emailing as a prospecting tactic? Beware of 95 percent of the email lookup or “guesser” services out there. Most of these
Most LinkedIn Sales Navigator strategies failed in 2015, and I know why. Let’s quickly understand why most small, medium-sized and
The proponents of social selling are wrong. Dead wrong. They claim the key to modern selling is to attract and engage rather than
Inbound marketing is the rage in B-to-B marketing. But there’s no substitute for diligent prospecting: cold calling and cold emailing.
I swear if another person says, “Most of the buying decisions are already made by the time decision-makers meet with sales reps” my
Is LinkedIn Sales Navigator worth it for sales prospecting? And how can you measure the investment — and end it if it’s not?