Recent Posts

How to Use Comments to Start Conversations with Prospects

Koka Sexton
Every successful sales relationship starts with a conversation. Sales reps must establish rapport with their prospects before advancing through the buying cycle, and commenting provides a unique opportunity to initiate and strengthen relationships. In fact, 39% of sales reps who regularly comment on their sales prospects’ LinkedIn activities exceed their quota.
How to Use Comments to Start Conversations with Prospects

Sales People, We Have A PR Problem

DaveBrock
Sales people, we have a PR problem. It’s real, we probably deserve it, and we need to do something about it. I just read this post by Brian de Haaff, CEO of Aha, This CEO Will Never Hire A Sales Person. My initial reaction was, “This guy is clueless about professional sales.”
Sales People, We Have A PR Problem

What A Used Car Salesman Can Teach You About Empathy

Bryan Eisenberg
He pushed his way up towards the stage. I had just finished presenting the keynote at Driving Sales, an automotive dealers conference. He thrust out his hand and eagerly shook mine; saying “thanks … blah blah blah…. “ And then I heard him clearly “…too often I am obsessed with pushing customers through sales and I’m not helping them buy!”
What A Used Car Salesman Can Teach You About Empathy

How B2B Brands Can Reduce Cost per Lead by up to 85 Percent [CASE STUDY]

chadpollitt
B2B marketers across all verticals are constantly challenged with driving qualified leads to hand off to Sales, all while making sure that cost per lead (CPL) is optimized – the less the CPL, the better. As a result, an entire ecosystem of tools, strategies and tactics are at marketers’ fingertips today.
How B2B Brands Can Reduce Cost per Lead by up to 85 Percent [CASE STUDY]

New Year's Resolutions: Top Sales Reps Reveal Success Strategies for 2015

Koka Sexton
To help you stick with your sales goals in 2015, we recently asked some of the industry’s top sales reps about their resolutions to utilize social selling in 2015 and how they plan to stay on track. Read on to discover advice you can use to achieve your career goals over the course of the coming year.
New Year's Resolutions: Top Sales Reps Reveal Success Strategies for 2015

How Sales Reps on Large Teams Can Use Sales Navigator in 30 Minutes a Day

Koka Sexton
Once you have identified the right people, you will need to initiate and develop the relationship in order to meet your objectives. Your LinkedIn feed, along with the News Stream within Sales Navigator provide real time insights you can use to personalize your engagement efforts. Liking, sharing, or adding thoughtful comments to your prospects’ status updates can allow you to achieve top-of-mind awareness among those who are in the consideration or buying stages.
How Sales Reps on Large Teams Can Use Sales Navigator in 30 Minutes a Day

The 'Appification' Of Sales And Marketing

DaveBrock
It seems to me the best business to start these days is an App business focused on sales or marketing. I wrote about the Proliferation Of Marketing/Sales Apps. In the past year the number of Marketing Technology Apps have gone from 947 to 1876, in 43 different marketing technology categories.
The 'Appification' Of Sales And Marketing

Global PC Shipments Reach 80.8 Million Units in Fourth Quarter of 2014

David H Deans
Smaller declines in personal computer sales around the globe are a welcomed change. Worldwide PC shipments totaled 80.8 million units in the fourth quarter of 2014, that's a year-on-year decline of 2.4 percent, according to the latest market study by International Data Corporation.
Global PC Shipments Reach 80.8 Million Units in Fourth Quarter of 2014

10 Tricks to Converting Social Traffic into Revenue

PaisleyHansen
Social traffic has a horrible reputation of being not profitable. The reputation among marketers is that social traffic has a low conversion rate. What if they were just doing it all wrong? There are ways to convert your social traffic, listen to my ideas!
10 Tricks to Converting Social Traffic into Revenue

5 Must Read Social Media Books from 2014

Pragati Bidkar
Social media continues to be a challenge for most business owners. The top 5 social media books from 2014 will arm you with concrete advice to ace top social networks such as Facebook, LinkedIn, Twitter, YouTube coupled with age old sales strategies. These social media books are a must read for anyone who wants to leverage social channels in 2015.
5 Must Read Social Media Books from 2014