Jeff Molander

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.
Thorin McGee is editor-in-chief and content director of Target Marketing and oversees editorial direction and product development for the magazine, website and other channels.

Are questions a bad way to start marketing messages? That depends on the questions. Good questions elicit interest and a response, bad questions just feel like a sales trick. Here are three tips to make sure your questions spark the right kind of responses.

Inbound marketing is the rage in B-to-B marketing. But there's no substitute for diligent prospecting: cold calling and cold emailing. No, these techniques are not dead. They work. But only if you have an effective, repeatable process to interrupt and spark conversations with new prospects.

Is LinkedIn Sales Navigator worth it for sales prospecting? And how can you measure the investment — and end it if it's not? I've consulted my most trusted resources — and clients — on the answer. Because what we need is an honest answer from people who are interested in growing their business — not just LinkedIn's! Here are the results I've found in guideline format. The consensus seems strong. In 95 percent of cases you may not need a Sales Navigator or Premium level account.

Earning a reply to your initial email is simple. Spark the prospect's curiosity. But what comes next? How do you follow-up effectively once invited to do so? What do you write and how — so potential buyers will reply again?

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:

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