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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 co-founded 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.

 

 

 

 

The Power Punch

Carolyn Goodman
Marketing Awards: What Are They Good For?
May 22, 2015

When I first started in this business, I remember that our new business pitch at Ogilvy & Mather Direct always...



Here's What Counts

Chuck McLeester
Why Won’t Millennials Call Me?
May 21, 2015

Maybe it all started with AOL Instant Messenger when they were teens. They created acronyms like PIR (parent in room),...



Search Made Simple

Phil Frost
How to Double Your Landing Page Conversion Rates With 6 Easy Tune-ups
May 20, 2015

One of the biggest mistakes you can make with your Google AdWords campaign is failing to optimize your landing page....



The Data Athlete

Mike Ferranti
Target Marketing Analytics Isn't Reporting
May 19, 2015

Today, virtually all organizations have challenges in effectively leveraging analytics to drive business performance. Odds are pretty good that when...



Creative Caffeine

Dani Cantor
10 Marketing Clichés I'd Challenge to a Fight if I Met Them in the Street
May 18, 2015

There you are, minding your own business, when it rounds the corner and rams into you full speed: the copywriting...



Direct Mail for the Modern Marketer

Summer Gould
Direct Mail: A New Perspective
May 14, 2015

The key to effective direct mail is perspective. Perspective is a particular attitude toward or way of regarding something; a...



Ruthless B-to-B Marketing

Ruth P.  Stevens
A Case Study in Data-driven B-to-B Customer Acquisition Marketing
May 14, 2015

While preparing case studies for my new book, I had the fun of interviewing a bunch of very smart B-to-B...



Reinventing Direct

Gary Hennerberg
Why Direct Mail Won’t Die
May 13, 2015

You've seen the proclamations over the years that direct mail is near death, along with the counter-arguments that it's nowhere...



Big Data, Small Data, Clean Data, Messy Data

Stephen  H. Yu
How to Outsource Analytics
May 5, 2015

In this series, I have been emphasizing the importance of statistical modeling in almost every article. While there are plenty...



Psychology-Based Marketing

Jeanette McMurtry
Dysrationalia and Other Consumer Disorders
May 12, 2015

It's true. Most consumers suffer from a bad case of dysrationalia which, according to Keith Stanovich, emeritus professor of applied...



Marketing Sustainably

Chet Dalzell
Benchmarking: There's No Such Thing as an Average 2% Response Rate
May 11, 2015

It seems easy enough to answer the question: How to know if a marketing campaign measures up? But managing client...



IMM-Possible ROI

Stephanie Miller
Your Secret Weapon for Amplification: Employees!
May 7, 2015

There are sales enablement programs, partner and channel enablement programs and even influencer enablement programs. Why are there then, so...



Keeping Search Profitable

Amanda G. Watlington, Ph.D.
Any Time Is Search Time for Consumers
Apr 28, 2015

At a baseball game the other day, I couldn't help but notice how many people in my seating area were...



Brand Matters

Andrea Syverson
I Dare You: Create a Brand Challenge!
Mar 17, 2015

Challenging something we do quite naturally and easily is indeed the perfect challenge. We all get into ruts—some even good...



The Integrated Email

Cyndie Shaffstall
Google Announces Significant Changes
Mar 9, 2015

As a marketer who uses email, you know as well as I do, your campaigns do not stand alone. Without...



Mobile-First Marketing

Greg Hoy
5 Mobile Marketing Trends You Can't Ignore in 2015
Jan 14, 2015

I don't have to tell you that we are living in a mobile-first world that continues to drive brands to...



Muscle Marketing

Wendy Montes de Oca
Converting Your Social Media Triple-Fs: Friends, Followers and Fans
Dec 16, 2014

I've heard many gurus, marketers and publishers brag about their social media followers. They'll say things like, "Isn't it great...



Marketing Nuggets

Michael Lowenstein
Marketing Success Is (Almost) All About the Data: Optimizing Customer Loyalty Behavior Initiatives
Oct 7, 2014

Much of what I've learned over the years about sales, marketing and customer service has to do with the critical...



Triple Venti Dolce Data...

Vince Pickett
Clue Me In, Please
Aug 21, 2013

So here we are, halfway through 2013. You, along with everyone, are still trying to find that magic formula to...



Who's Your Data?

Rio Longacre
Instagram: Does It Matter That It Will Make Money on Your Pics?
Dec 19, 2012

Instagram announced the company will soon begin using your content to sell targeted advertising products to the highest bidder. Does...



SEO & Content Marketing Revue

Heather Lloyd-Martin
5 Tips for Top Positioning (And Converting) Page Titles
Aug 11, 2010

Wondering about a SEO content strategy that offers the biggest impact in the shortest time? Try tweaking your page titles....



Yblog

Yory Wurmser
Privacy in the Age of Big Data
Jul 10, 2013

Consumers reveal more than ever before consciously through social media and, just as importantly, unconsciously through their behaviors. This data...



The Whole Magilla

Ken Magill
What Marketers Can Learn From Maine's Political Email Idiocy
Feb 24, 2012

It finally happened. Politicians' idiotic email practices had a measurable negative effect. "Maine Republican Party chairman Charlie Webster has admitted...



Online Video Marketing Deep Dive

Eve Grey
Are Your Videos Champions of Your Brand?
Feb 3, 2014

If you advertise in an ordinary way, it's safe to expect ordinary results. However, when you take the extreme and...



Think Mobility

Greg Hickman
‘I Can't Because, I Need ... ’
Oct 7, 2013

Does this sound like you? Have you ever set up a goal, but then realized (either quickly or too late)...



Denny Hatch's Blog

Denny Hatch
The Internet Can Make You a Chump—Forever!
Sep 25, 2010

Trouble is, the Internet is rife with misinformation and if you get caught advertently or inadvertently propagating this nonsense in...



Is InMail Worth It? 3 Reasons It May Not Be.

Is InMail worth it? LinkedIn wants you to think so. But is it a good investment for you, in your specific situation? Sometimes yes, other times no. Here's a quick checklist to make a smart assessment that leads to an educated decision. Think twice if you:  Read More >>

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Why an “Hour a Day” Doesn't Work on Social Media

You're consistent. Diligent. You spend your hour a day on LinkedIn, Facebook, Google+ or Twitter. And then you get back to something that might actually generate a lead or sale. Like cold-calling. You know, that "dead" strategy that is difficult these days—yet still gets you paid!  Read More >>

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Drive Leads on Facebook by Getting Customers to Gab

What can a regional supplier of HVAC products and services teach you about Facebook? Plenty. I've already explained how Steelmaster Buildings gets leads on its Facebook page using a similar strategy. Today I'll give an update on how Amanda Kinsella, of residential HVAC provider Logan Services, is getting along. She is continuing to generate leads and tracking ROI to the penny on Facebook. Yes, Facebook.  Read More >>

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3 Things You Must Know Before Hiring a LinkedIn Trainer

Good LinkedIn sales trainers help sellers produce measurable increases in sales—not better proficiency at using the tool. Are you considering investing in a LinkedIn trainer or LinkedIn training for your reps? Ineffective training will cost you dearly. Here's a quick guide to hiring a LinkedIn trainer that will help sellers set more appointments, faster.  Read More >>

3 LinkedIn Profile Tips for Sales Professionals You Haven't Heard Before

The Web can be an unreliable place to get sales tips. Most advice we "Google" doesn't work. LinkedIn profile tips are no exception. Most advice focuses on superficial face-lifts. Want to get more appointments, faster, using a LinkedIn profile? Follow these three tips:  Read More >>

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The 1 Simple Way to Sell via Your Webinar

Want to sell with your webinar? Actually go for the close at the end or generate an appointment for your reps to follow-up immediately? Stop wasting the audience's time with blather about your speaker.  Read More >>

LinkedIn InMail Changes: What B-to-B Sellers Should Do Next

The new LinkedIn InMail changes are in effect—leaving sales reps and managers upset and confused. InMail just got much more expensive for average B-to-B sellers. However, you can now access a nearly unlimited supply of InMail credits under the new policy—by making one small change to how you craft InMail messages.  Read More >>

Making LinkedIn Sales Navigator Work for You

LinkedIn Sales Navigator can be great investment. But recovering the money you invest means having an effective, repeatable way to get buyers asking about your product/service.

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3 Steps to an Effective LinkedIn Profile for Sales Reps

Tired of getting so few leads from your LinkedIn profile, investing in LinkedIn Sales Navigator or needing to generate leads with email faster? You'll need more than a pretty photo on your profile. You need a summary section that creates urges in prospects—provoking them to connect, email or call.  Read More >>

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5 LinkedIn Best Practices That Don't Work

Prediction: 95 percent of sales reps and distributors will invest time in LinkedIn best practices that fail to generate leads in 2015. Be sure you're not one of them.  Read More >>

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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 >>