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Jeff Molander

Making Social Sell

By Jeff Molander

About Jeff

Jeff Molander is the authority on making social media sell. He confounded the Google Affiliate Network in 1999, and has been selling for 18 years. Jeff is adjunct digital marketing faculty at Loyola University’s business school, a social sales trainer and author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You. Most social selling trainers teach the value of engaging customers and providing relevant content. Then they demonstrate the technology. But no one tells you exactly how to produce leads and sales—using a proven, systematic approach to content. Until now.

 

 

 

 

Marketing Sustainably

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A Postal Wish List for 2015 - I Wish I Could Say I Am Thankful
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Direct Mail That Worked on Me
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Death of the Salesman
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How Do You Spell ROI?
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Tracking Mobile Ad Effectiveness With Real-Time Data
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The Power of Interstitials … Are You Using Them?
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Moving Upstream on Cart Abandonment
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Sell Chief Executives With This Email/InMail Template (Part 3 of 3)

The "experts" say executive officers aren't open to being pitched via email and LinkedIn InMail. But they're wrong. You can you spark conversations with chief executives. Discussions about them. Their pains, fears and ambitions ... and bold public statements they make. Then, gently ask permission to connect that discussion to a new solution-what you sell.  Read More >>

Social Selling on LinkedIn Doesn’t Require Thought Leadership (Part 2 of 3)

This social selling best practice is actually the worst—causing frustration and failure. I'm talking about "becoming a thought leader in your field." This idea is poison. It's a social selling lie we like to hear because it's so simple. Here's how to keep it from sabotaging you.  Read More >>

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A Lie That Keeps You From Success (Part 1 of 3)

"It is easier for the world to accept a simple lie than a complex truth." The words of 19th centrury historian, Alexis de Tocqueville are even truer today. But not only in the realm of politics. What's keeping you or your sales team from generating appointments and leads with social selling? Bold, eye-grabbing fibs told by technology vendors and sales trainers whose livelihood depend on adoption of their false inventions. All based on a social media revolution that does not exist.  Read More >>

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Why You Aren't Getting Appointments on LinkedIn

Ninety-five percent of sales reps using LinkedIn are getting few—if any—appointments. They're using premium services, Sales Navigator, sending InMail, joining groups, spiffing up their profiles. And yet they're chronically underperforming. All because they're making three easily correctable mistakes when firing up their Web browsers each day.

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How to Avoid Being Banned by LinkedIn When Connecting

"Your LinkedIn account temporarily restricted." It's a common message for sellers these days. It's easy to be restricted or even banned by LinkedIn—simply for requesting connections with prospects you don't know.  Read More >>

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3 Ways to Waste Time on LinkedIn, but Feel Good About It

Ever feel like beating down all those bad tips for LinkedIn that we've all had enough of? You know, the tips and tricks that give us a week's worth of satisfaction—followed by that sinking feeling. "Ugh... why did I invest any time in that?!" Well, today is your day to call out those time-wasters and discover what to do instead.  Read More >>

The Art of the Follow-Up

When prospecting using email or LinkedIn InMail, when should I send a follow-up email—to make sure the prospect saw my email? How long should I wait to rattle the prospect's cage? Is there a better day of the week to follow-up? What's the optimal formula? What do I say in the follow-up that will get their attention and response?

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Writing Effective InMail and Sales Emails: Don't Ask for the Appointment

Here's my best tip on writing effective sales emails or LinkedIn InMail messages: Don't ask for the appointment. Instead, earn permission for a discussion. Then, execute it (via email) in a way that creates an urge in the prospect to ask you for the appointment. Sound crazy? Sound too difficult? It's not. I'll even give you a template.  Read More >>

The Truth About Content Marketing: What Your Lead Gen Team Doesn't Want You to Know

Whether you call it inbound or content marketing, it's failing most B-to-B sales teams. Whether outsourced or internalized, your lead generation team doesn't want to talk about it. Talk about what? Unattended email addresses.  Read More >>

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Google Authorship Image Not Showing? Here's What to Do Next.

Are your Google Authorship images not showing in search results? Are you seeing a drop in site visitor traffic or leads? Google recently pulled the plug. The results are in: Lower traffic for some social sellers, while others aren't much affected. So what should you do?  Read More >>

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LinkedIn Prospecting: What Should You Post on LinkedIn and When?

What should you post on LinkedIn and when should you post it? These are common questions for B-to-B marketers and sales reps. Yet, I don't recommend seeking the answers to them. Point blank: If you want to get prospects talking with you it's more important to know how to post on LinkedIn.  Read More >>

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LinkedIn Prospecting: How Much Time Should You Spend?

"How much time should you spend on LinkedIn each week?" It's a noble question. I understand why you ask it. But worrying about time is a dangerous place to start. True, we live in a world where we have limited time for new ideas. But saying, "You should spend X hours per week on LinkedIn" would be disingenuous.  Read More >>

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Picking the Right Social Selling Training: A Cheat Sheet

Social selling training is on the agenda for B-to-B sellers in 2014. Sales reps and dealers are under increasing pressure to speed-up prospecting using LinkedIn, blogs, Twitter and more. But how can you choose the best social selling training or trainer for your organization?  Read More >>

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LinkedIn Premium Is Worth It IF ...

Is LinkedIn Premium worth it for sales pros? Yes, but only if you have an effective, repeatable way to get conversations going once connected. Getting buyers talking about their pains and your solution is tough. So here is a three-step process to make sure LinkedIn's Premium or Sales Navigator is worth the cost.  Read More >>

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How to Convince Trade Show Contacts to Engage and Buy on LinkedIn

You're attending conferences, coming back to the office and requesting prospects connect with you via LinkedIn. You're getting connections, but are you getting any action? Are you generating leads and nurturing them to transact? You will, and more often, if you follow this simple template:  Read More >>

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LinkedIn Profile Makeover for Sellers

Are you appealing to emotional and tangible desires of buyers on your LinkedIn profile—in ways they cannot resist acting on? Reinsurance broker, Paul Dzielinski is. That's how he's enticing prospects to talk about buying his products. Dzielinski is generating leads with his LinkedIn profile using a system to get the job done faster. Once again, the process is rooted in traditional direct response copywriting. There are three components.  Read More >>

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Why Most LinkedIn Lead Generation Tactics Fail

Sharing relevant content on LinkedIn likely will not get customers talking with you about what you're selling. Nor will commenting on the updates of others. Connecting with potential buyers and sending them "relevant content?" Commenting on discussions in LinkedIn groups? No and no. The truth is most of what experts say works does not. These ideas may engage buyers, but they rarely help us net sales leads.  Read More >>

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What Is Social Selling and Where Do I Start?

Don't let the hype about B-to-B social selling deceive you. Buyers have not reinvented the buying process. It has simply become a non-linear one. What is new are the sexy tools. However, using LinkedIn, Google+, blogging and YouTube effectively when prospecting isn't sexy. It's just a better process. Is social selling a revolution? No, it's merely a chance for sales prospecting EVO-lution.  Read More >>

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