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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Hillary Clinton’s LinkedIn Profile: The Good, the Bad, and the Ugly

Hillary, Congratulations on creating a Clinton’s LinkedIn profile ! Social selling is transforming a lot of industries. It’s nice to see you applying it to presidential politics! I took a look at your LinkedIn profile. Given your campaign schedule, we probably won’t get a chance to sit down for a live coaching session to review…

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Social Selling Maturity Model Stage 1: Random Acts of Social

Part one of a five-part series The response to the Social Selling Maturity Model has been overwhelming. Since we published the SSMM last fall, it’s gotten blogged, tweeted, and re-tweeted more times than I can count. Many of the top social selling consultants use it with their clients. It gets shout-outs at conferences and on…

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The 3 Rules of Great Content Marketing

Content marketing is a hot topic, and a lot has been written about how to optimize for eyeballs—what time to post, when to post, how frequently to post, how many words to use, what keywords to use, etc. That’s all important stuff, but quality matters too. What is your content saying to the market? What…

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Why Inside Sales is Trending Up: Reflections on 2015 AA-ISP Leadership Summit

If you haven’t looked at inside sales lately, look again. I spent last week in Chicago at the big national conference of AA-ISP, the leading association for the advancement of inside sales. These folks are on fire. Traditionally, inside sales has been seen as the poor stepchild to field sales—entry-level kids locked up in call…

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7 Steps to Social Selling Success [WEBINAR RECAP]

How do we motivate our employees to use social selling? This webinar was one of our best! We caught up with Mark Waxman (Chief Marketing Officer of CBIZ and a PeopleLinx client) who gave us a look behind the curtain at how CBIZ (NYSE: CBZ) is rolling out social selling across the organization.

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Why Social Sharing is the Best Way to Train Your Reps

When I was just a young buck, a junior McKinsey consultant, I had a conversation with Lowell Bryan that changed the way I think about enabling a sales team with insights.

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Social Selling Owners Manual: Why Social is More Than Just Having a Profile

Social networks are like owning a car. When you’re 16 it’s cool just to be seen in one. But as you get older, you begin to realize that car ownership is only as valuable as the investment you put into it. It loses its coolness pretty fast without the proper maintenance, time, practice, and devotion…

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