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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.

 

 

 

 

Direct Mail for the Modern Marketer

Summer Gould
When Is EDDM Right for You?
Oct 30, 2014

EDDM (every door direct mail) has gained in popularity. EDDM, as defined by the USPS, is designed to help you...



Reinventing Direct

Gary Hennerberg
5 Tips to Sell Media Multitaskers
Oct 29, 2014

How many gadgets do you juggle simultaneously? Assuming you're like most people, you're on your laptop/tablet, smartphone and other media...



Keeping Search Profitable

Amanda G. Watlington, Ph.D.
Giving Organic Search Credit
Oct 28, 2014

For many marketers, the end of the year marks the end of their budget cycle. It is certainly not revealed...



Marketing Sustainably

Chet Dalzell
San Diego Dreamin' - Charging Through 'The DMA'
Oct 27, 2014

The last time the Direct Marketing Association held its annual conference in San Diego, it was 2009, we were all...



The Power Punch

Carolyn Goodman
Hottest 2014 Marketing Tip for Small Business? Put Aside a Budget!
Oct 24, 2014

Over 50 percent of the working population (120 million) work in a small business, and that trend is growing. According...



Here's What Counts

Chuck McLeester
Don’t Get Lost in a Maze of Metrics
Oct 23, 2014

There's a lot of data out there. More than any one marketer needs at any one time. The new frontier...



The Integrated Email

Cyndie Shaffstall
Focus Group of One
Oct 22, 2014

If you're sending your marketing campaigns without benefit of A/B or multi-variant testing—most companies admit to fewer than five tests...



Muscle Marketing

Wendy Montes de Oca
A Few of My Thoughts on SEO
Oct 21, 2014

This is going to be a short post. First, a caveat: No one SEO tactic is the end-all be-all, in...



Mobile-First Marketing

Greg Hoy
Mobile Advertising Isn't Just for Big Brands Anymore
Oct 20, 2014

The increasing use of mobile devices, mobile Web, multiple advertising platforms and the advancement of network technologies creates new opportunities...



Ruthless B-to-B Marketing

Ruth P.  Stevens
6 Great Blogs for B-to-B Marketers
Oct 15, 2014

In our fast-changing marketing world, a smart B-to-B practitioner keeps up to date by learning from thought leaders. While this...



Big Data, Small Data, Clean Data, Messy Data

Stephen  H. Yu
Missing Data Can Be Meaningful
Oct 9, 2014

No matter how big the Big Data gets, we will never know everything about everything. Well, according to the super-duper...



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...



Brand Matters

Andrea Syverson
Is It Time for a True Goodbye?
Sep 16, 2014

As I reflected on a client interaction I had this week, I thought about how helpful it is for organizations...



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
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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

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The Internet Can Make You a Chump—Forever!
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Trouble is, the Internet is rife with misinformation and if you get caught advertently or inadvertently propagating this nonsense in...



My Best Tips for Writing Response-Generating Emails

When writing sales emails don't forget to get readers curious—create questions in their minds. It's the best way to get more response. Today, I'll show you a simple, effective way to write email that gets customers asking you questions. Philippe Le Baron, a sales productivity coach, has cracked the nut. He figured out how to make customers respond to him in sales emails. He writes to make customers curious about him—in a way they cannot resist acting on. The result: Prospects respond...  Read More >>

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From Views to Leads: Effectively Using Video in B-to-B Marketing

Tired of all the "guru" advice that doesn't work when using video in B-to-B marketing? Getting views and subscribers on YouTube, but not enough sales? Here's a simple, effective approach to get viewers to respond to videos and become sales leads.  Read More >>

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Copywriting for Social Media Marketing: 3 Best Practices for 2014

Effective copywriting for social media marketing was the game changer in 2013. Still trying to prove ROI on social media? Make 2014 the year you stop obsessing over measuring trivial stats—and start generating leads with social media. Do it without sacrificing brand integrity or annoying prospects. Use these three, proven social media copywriting best practices.  Read More >>

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How to Write a LinkedIn InMail (Or Any Email) That Gets Clients Talking

Are you using LinkedIn for sales prospecting and not getting enough discussion going? You're not alone. The problem with most LinkedIn InMail templates is they don't work. Worse, templates I see being passed around the Web actually sabotage B-to-B sellers needing to get from connection to conversation! Here is a fast, painless way to go beyond connecting to prospects—to get more sales-focused conversations going when using InMail, Group email or regular, prospecting focused email...  Read More >>

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A Weird, But Effective Shortcut to Generate Sales Leads on LinkedIn

See what I just did? You chose to read this article—probably because the headline provoked curiosity. It's one of the oldest tricks in the book, the basis of effective copywriting. True, there is no silver bullet for generating sales leads on LinkedIn. However, there is one habit that consistently brings my students and me more success generating leads online: Giving customers a reason to click and take action—relieve that nagging pain or take a step toward an exciting goal.  Read More >>

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How to Use Webinars to Increase Sales in 5 Steps

Let's face it. Our baby is ugly. The word "webinar" has become synonymous with "boring." But for a minority of B-to-B marketers, webinars are money in the bank. Are you wondering how to use webinars to increase sales and generate leads? I've discovered the answer: Helping viewers get so confident, so trusting, that they jump at the chance to engage more seriously.  Read More >>

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Top 3 Mistakes to Avoid When Blogging to Generate Leads

Blogging to generate leads can feel overwhelming. We're being bombarded with "must dos" from content marketing experts who make it seem effortless. What's their trick? It's a practical, refreshing approach to blogging. Here are three pitfalls to avoid and a proven system to create leads. Let's start with busting a popular myth: Blogging to generate leads demands LOTS of blog content.  Read More >>

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Why and How to Let Prospects 'Pick Your Brain' Online

"Can I pick your brain on social selling, Jeff?" As a B-to-B marketer myself, I cannot afford to say no. Neither can you. Because customers may not want to do it themselves, as we suspect they do. In fact, prospects seeking free advice are often latent buyers or great referral sources. Here are two reasons to let prospects "pick your brain" and a way to give away knowledge that grows your business.  Read More >>

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The No. 1 Most Overlooked Video Content Marketing Strategy

Is your video content marketing strategy producing leads? Most B-to-B marketers are generating views, clicks, shares and likes, but netting few leads. Don't be one of them. Generating leads and sales with video isn't difficult if you get back to basics. The trick is publishing videos that create self-confidence in your viewers. This is a faster, easier way to create engaging discussion—and ultimately trust in you.  Read More >>

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A LinkedIn Profile Call to Action

LinkedIn profile pages contain areas where a call to action should be placed, such as the publications and summary sections. Are you linking out to landing pages that generate leads? Let's make sure you are using calls to action to the fullest—to generate more response from prospects. Here are some tips on the best spots to place effective LinkedIn profile calls to action.  Read More >>

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Why Engaging Passionately Fails Us (and What to Do Instead)

"The experts" claim passion is the key to a successful B-to-B business blogging strategy. They say results will come when you show customers you care in LinkedIn groups and give away your best advice. But this advice is misguided. Caring and giving are merely costs of entry. Process is the force multiplier. Process is at the heart of effective business blogging and using LinkedIn for lead generation.  Read More >>

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3 Steps to an Effective LinkedIn Sales Strategy

"How much time do I need to invest in prospecting on LinkedIn each day?" The answer may surprise you. Getting more response, and earning leads, means developing a LinkedIn sales strategy that sets aside the time investment question. Instead, focus on applying an exceptional, proven approach to LinkedIn. Make sure everything you do on LinkedIn has one goal in mind: getting prospects hungry for more details, answers, short-cuts or satisfying experiences.  Read More >>

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How to Create Content That Converts

It's time to stop creating compelling content and start creating content that converts. The "create compelling content" mantra has failed us. We're awash in a sea of ineffective, self-centered articles, videos, ebooks and whitepapers that fail to create leads. So follow these three handy success principles to create content that converts.  Read More >>

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3 Essential Questions to Ask Social Media Candidates for Hire

I admit these questions are strange. But if you need leads these are THE questions to ask social media candidates. Because social media is a sales tool that will filter leads, you need to hire people or agencies who define success as sales, not just engagement. So, without further ado, here are three "must ask" questions to aim at would-be social marking managers or agency reps—straight from a guy who generated a 400 percent increase in leads in 90 days for call tracking provider,...  Read More >>

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Stop Measuring Content Marketing

Why are most sales people and small businesses struggling to generate leads online? Because they invest heavily in social media and content marketing-yet define success as engagement instead of sales. In fact, ask yourself: Are we measuring online content to justify more busy work?  Read More >>

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Convince Prospects You Can Change Their Success Rates

Is generating leads with LinkedIn proving frustrating and difficult? Probably because you're failing at tempting prospects to click more deeply and explore what you're all about ... in ways that help capture a lead. Here's how to provoke response—get people to dive deeper into your blog post, explore your LinkedIn profile, register for a webinar or whitepaper download, email or call you.  Read More >>

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5 Steps to Generating Leads From Your Blog in Just a Few Months

"How long should it take to start generating leads on my blog?" The answer will surprise you. In many cases we're talking about just a few months. Really? Yes, really. Here's proof and five steps you can take right now to make it happen for you.

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Using LinkedIn for Sales Leads: Getting More Response

Getting more response from sales prospects. It's what we need. LinkedIn is helpful for lead identification and qualification but getting response from decision makers (on the approach) remains difficult. Using LinkedIn for sales leads can be tough. "Warming up" prospects using social media is a must and can be a game changer. By combining lead targeting with a practical listening system you (or your team) will increase email and voice mail response rates by becoming super-relevant....  Read More >>

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