Blog

by Larry Levine
on April 20, 2017

How Social Turns A Rep’s Downtime Into Sales Prospecting Time

In sales prospecting, face-to-face interactions are typically viewed as the single most valuable activity by any sales professional. However, opening the door and gaining a seat at the business table is tough. The question becomes, “How does a sales rep …

by Brynne Tillman
on April 12, 2017

LinkedIn Connections: Welcome the New Ones the Right Way

When you receive invitations from new LinkedIn connections, connecting with and then ignoring them can be seen as impolite. It’s like someone handing you their business card at a networking event and then immediately walking away. Not even a “Hello, nice to …

by Bob Woods
on April 6, 2017

Social Selling Video: Does it Work for B2B Sales?

It’s a question we hear more and more nowadays: Can we use social selling video? There are others, too: Does video work in social selling and B2B sales? And do the videos have to look like something we see on …

by Brynne Tillman
on March 30, 2017

Sales Call Planning Tips that Will Give You the Edge

The question I hear most often is, “What and where do I find information that can help me for sales call planning?” Why not use the same tools they’re using; like Google, LinkedIn and Web pages? Think about it. Your buyers are …

by Bob Woods
on March 23, 2017

Social Selling: The Statistics

In researching our live Webinar I’ll be giving soon, I came across a lot of statistics about social selling. I mean… a lot of statistics. While I figure that having so many stats out there about social selling is a …

by Brynne Tillman
on March 16, 2017

Three Ways the New LinkedIn Connections Process Rocks

If you’ve been trying to conquer the learning curve with the new LinkedIn, you might have missed some of its wonderful new features. The process of making connections via an invitation is definitely one of them. This big change has …

by Brynne Tillman
on March 8, 2017

Seven Ways to Search Engine Optimize Your LinkedIn Profile

When using LinkedIn for your sales efforts, being found there for what you do is crucial. Even more important, though, is to be found on Google because of LinkedIn. LinkedIn is among the top five sites that Google heavily indexes; YouTube, …

by Bob Woods
on March 2, 2017

Two LinkedIn Changes For the Better

Ever since LinkedIn decided to revamp its main platform, I’ve seen a lot of gnawing and gnashing of teeth about the changes. I think many of the improvements are, in fact, improvements. They really fixed the old platform and not …

by Brynne Tillman
on February 23, 2017

Advanced Searches in the New LinkedIn – A “Hack”

As the new LinkedIn interface rolls out, many users are frustrated about the loss of the Advanced Search feature. For the record, the premium LinkedIn platform Sales Navigator has a very robust advanced search engine called Lead Builder that I use for …

by Bob Woods
on February 16, 2017

Social Selling and Twitter DO Mix

Many salespeople and sales management types I have the privilege of coaching and training in Social Selling want to know all about LinkedIn—how to improve one’s Profile, how to find prospects on it, how to use it to take prospects …