Bruce Johnston

Jeff Molander is the authority on making social media sell. He co-founded what became the Google Affiliate Network and Performics Inc., where he built the sales team. Today, he is the authority on effective prospecting communications techniques as founder of Communications Edge Inc. (formerly Molander & Associates Inc.) He's been in sales for over 2 decades. He is author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You.Jeff is a sales communications coach and creator of the Spark Selling technique—a means to spark more conversations with customers "from cold," speeding them toward qualification.

The automation of fake sincerity destroys your credibility. Can we agree on that? Whether you're dating or trying to influence a new customer, fake sincerity is deadly stuff. Yet mainstream social selling (marketing) software roars forward — violating LinkedIn's terms and conditions, and every ounce of what Dale Carnegie taught us about winning friends and influencing people.

Do you suspect there are more prospects in your territory than LinkedIn's search function is showing when you search its database? In Bruce Johnston's experience, most sellers are unknowingly wearing self-imposed blinders.

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.

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