Greg Ciotti

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.

When prospecting using email or LinkedIn InMail, don't ask for an appointment. Don't lose track of a more important, basic goal: Earning permission to start a dialogue. It seems obvious, but in practice we often veer away from this goal, sometimes within the first few sentences of the communication. We say too much, too fast to the prospect — and cloud the request for permission.

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