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How I Met Your Prospect on LinkedIn

The series finale of How I Met Your Mother (HIMYM) aired this week after nine successful seasons. Ted Mosby, the main character, closed out the story that he’s been telling to his kids for the past decade. As we bid farewell to Ted, Robin, Barney,...

Posted April 2, 2014    

3 LinkedIn Search Tricks That Will Make You Dangerous

If you use Lead Builder and Premium Search, then you already know how effective they are for sales prospecting in LinkedIn’s 277M+ member base. You probably already know the basics, like how to create lead lists using custom criteria to find new...

Posted March 20, 2014    

Salvador Dali and the Art of B2B Sales

One of the most renowned artists of our time, Salvador Dali possessed a highly imaginative and grandiose style with his work. He championed the use of symbolism, particularly with his famous “melting watches” work in The Persistence of Memory....

Posted March 18, 2014    

Does Mirroring Work in the Age of Social Selling?

Sales professionals are increasingly finding value in building their own pipeline through social selling. However, what does that mean for legacy sales tactics that have been used for decades?Take mirroring, for example. An age-old sales tactic,...

Posted March 14, 2014    

Sales Manager Chronicles: Coaching the Old-School Sales Pro

My name is Barry Evolvowitz. I’m a sales manager in Anytown, USA. I love teaching my sales team how to generate leads, drive them through the sales funnel and close deals.I’m here to chronicle my journey as a Sales Manager so that others – like...

Posted February 21, 2014    

Sales and Marketing: An Unfinished Love Story

 Anybody could tell that they were meant to be together. They shared the same passions, wanted the same things, but something or other just kept getting in the way. Both of them wound up feeling misunderstood, unsupported, unappreciated; they...

Posted February 14, 2014    

How to Segment Your Target Market on Social Networks

Segmentation isn’t necessarily a new concept, but it is a crucial discipline to master in today’s sales climate. Actually, segmentation can be traced way back to the 1950s when companies both small and large began targeting specific groups of people...

Posted April 23, 2013    

Social Selling Is on the Rise: Get on Board

I don’t know if anyone can claim to have created or invented “social selling.” Even though I was a part in creating Social Selling University, I know I didn’t invent the term. Back in 2005 I was doing it before I ever knew there was a term for...

Posted January 30, 2013    

Customer Service Essentials for Small to Medium Businesses

Smaller businesses don’t always have the resources for quick-response and automated customer service, but because they’re not gigantic conglomerates, consumers still expect the same speed and quality of service – perhaps even more than they do of...

Posted December 24, 2012    

Snagging Hot Prospects – an Inbound Marketer’s Guide to Getting the Best Leads to Come to You

Companies don’t sell products and services to everyone – we all maintain a target audience of ideal customers. The lead qualification process is designed to separate ill-fitting prospects from target customers, and a successful business knows how to...

Posted October 8, 2012    

Dreamforce 2012 – A List of Great Resources #DF12

 Tradeshows especially the ones as massive as Dreamforce require a lot of planning and even more faith once it comes to execution. I started searching the intertoobs for blog posts about Dreamforce and trying to see what everyone else was...

Posted August 28, 2012    

Do You Follow Up After A Sale? How to Increase Sales Productivity

One of the easiest ways to increase B2B sales productivity is to continue to sell to current customers. This is done by actively creating and nurturing a relationship with them. It takes far less time, energy and money to sell to a current customer...

Posted August 7, 2012    

What is Value and What is High Price?

Would you pay $950 for a haircut?Stylist Ted Gibson charges that and has a waiting list, if you can believe it.  (You might recognize his name, as he appears on the TLC show “What Not to Wear.”)Gibson makes no excuses for charging $950, even...

Posted July 20, 2012    

Where Are Your Prospects Hiding?

It’s as if there is a game of hide and seek sometimes with prospects.When you want prospects, they can’t be found, and then at other times, when business is good, new prospects are falling out of the sky.I know it’s crazy, and yes, there are a lot...

Posted July 17, 2012    

Social CRM: How Can It Make Money?

Once the consumer world shifted primarily online, the business world followed. The move to relating to the customer who absorbs and shares products and information in 140 characters or less culminated with the rise of social customer relationship...

Posted July 13, 2012    

Can Facebook Be Used to Find New Business?

The short answer to this question is yes with qualifications.When an individual or company markets their product or service on the internet, they connect with the customer in a straightforward relationship. The seller presents information to the...

Posted July 12, 2012    

How Do You Create a Twitter List?

Twitter lists are the hidden secrets of the social selling world. Lists curate all of your potential prospects into one feed so you can see and hear everything they voice.Any company making the shift towards becoming a social business should be...

Posted July 5, 2012    

The DON’TS of Social Selling with Twitter

Twitter can be a phenomenal tool used to engage and build relationships with potential prospects. However, you must be very careful not to damage your reputation or hurt your company’s image due to a moment of stupidity on Twitter. Remember, your...

Posted July 3, 2012    

The Future of Social CRM

Social media has grown at a rapid pace in the past decade. More than 300 million people are on Facebook now, and Twitter is growing at an even faster rate. Beyond the two social media staples, Millennials and the soon-to-be adults before them are...

Posted June 28, 2012    

Old School Sales Through Social CRM

Going Old School with New School TechniquesEach year, the sales world seemingly is bombarded with the hot new trend, worthy or not. No matter the trend, the basics of sales can’t be dropped. The tried and true methods of sales, such as relating to...

Posted June 21, 2012    

 
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