[Webinar] How PwC Canada is Reinventing Digital Sales & Marketing

We’re living in “interesting times” for professional services firms (accounting, law, consulting, advertising). Firms are experiencing unprecedented disruption. Globalization, specialization, and the unbundling of services are fundamentally changing client expectations and putting downward pressure on fees. What’s a firm to do? A lot, it turns out. In our next webinar, we’ll talk with Christine Robertson, Director of Sales…

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Expert Selling Tips: Sales Prospecting

This is the third installment in our “Expert Selling Tips” series. If you’re in sales, you’re in prospecting. But as today’s buyers change, prospecting strategies must take on the same transformation. We know a lot of factors go into developing a successful prospecting process, which is why it’s important to explore the most effective strategies…

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Social Selling Maturity Model Stage 5: Social Sales Optimization

In my previous four posts, I’ve talked about the earlier stages of social selling maturity. Now we’re at the apex, the summit, the non plus ultra of social selling. In this highest stage of social selling maturity, sales organizations use machine learning to analyze empirical data on past success to guide future actions on social….

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Expert Selling Tips: The Challenger Sale

This is the second installment in our “Expert Selling Tips” series. Buyers know more than you do. At least, that’s what they want you to think. You can thank Big Data for that. Today’s buyers know more about you, your competition, and the sales process than ever before. As a sales leader, you’d better provide…

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Social Selling Maturity Model Stage 4: Sales Process Integration

Part four of a five-part series In the last post, I blogged about how formal social sales training can lift sales productivity—as much as 7-8%. Despite many benefits, however, impact achieved in the Training stage is limited by two factors: measurement and scalability. Managers can’t measure how employees are (or aren’t) acting on the information…

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PeopleLinx Announces CRM Integration Across Digital Channels

A good thing just got better. Today PeopleLinx announced a major new release of our social selling app in the Salesforce AppExchange. The holy grail of social selling is CRM integration. This release furthers the potential to build social engagement into the sales cadence. If you’re familiar with the previous version of PeopleLinx for Salesforce, the new version…

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Expert Selling Tips: How to Build a Personal Brand

This is the first installment in our “Expert Selling Tips” series. You’re smart, qualified, and experienced. Knowing it and being able to articulate it is the first step to developing your personal brand, whether that be online or elsewhere. But it’s not a brand if you can’t prove how it adds value to others. Building…

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Social Selling Maturity Model Stage 3: Social Selling Training

Part three of a five-part series My last post talked about how Social Media Policy is necessary, but doesn’t lift sales performance. In today’s post, I’ll cover the stage in the Social Selling journey when sales teams start to see real productivity gains: Training. Having established a marketing, legal, and compliance foundation, companies are now…

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Twitter v. LinkedIn for Social Selling [INFOGRAPHIC]

My friend Mark Fidelman is raising social selling eyebrows everywhere with his announcement that “Twitter has overtaken LinkedIn as the #1 Social Media Site for Salespeople.” It’s an exciting claim, which came as a surprise to many of us (including, by his own admission, Mark himself.) I give Mark a lot of credit for drawing…

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Social Selling Maturity Model Stage 2: Social Media Policy

Part two of a five-part series In the last installment, I blogged about “Random Acts of Social”, the awkward early stage at which sales team members use social networks in an unmanaged, disjointed, and uncoordinated way. In this post, I’ll tackle Stage 2: Social Media Policy. The Policy stage of the SSMM is marked by…

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