In larger enterprises the responsibility of Sales Director or Sales VP is very focused on Sales Operations and closing business, supported by marketing. As such, the tactics for LinkedIn and Social Selling may need to be more contained initially, focusing on sales operations, sales generated leads, leveraging content create elsewhere, until results are proven. The […]
Archive | 1. Goals
Knowing what we want to achieve is essential if we are to use our time wisely. And using LinkedIn this is certainly true. This section includes articles on Goals relating to Purpose, Position, Sales, Assets and Learning. By considering all 5 we can ensure a positive result from everything we do.
Social Selling Case Studies for Business Owners
Social Selling doesn’t so much change WHAT you do, but it changes HOW you do it. Social media creates many new methods to reach your customers and prospects and market in ways that keeps step with how your buyers are now buying, and has the potential to put you ahead of your competitors. These case […]
What’s my favourite CRM?
A LinkedIn discussion today asked “What’s your favourite CRM, and why?” I thought this was a great question, since it invites personal opinion with rationale to support it, rather than asking for ‘best’ or ‘recommendations’. What is ‘best’ for one personal or business and their situation and needs may not be right for another person […]
Contact management – why this is fundamental for effective selling
Who are your contacts and what do you do with them? Selling is about developing relationships, but when time is finite, competition is fierce, and buyers and decision-makers and extremely busy, there are real dividends to be gained from effective contact management. Contact is defined as a noun and a verb con·tact noun A person who […]
10 tips to increase ROI from LinkedIn and Social Selling
We all need to look for ways to increase ROI in all that we do, and our activity on LinkedIn, Social Media and Social Selling is no exception. Social Media and Online Networks can be a huge time sink if activity is not planned and focused, reducing Sales Productivity and Social Selling benefits. Consultants, […]
Personal Branding – 7 steps to define and develop your personal brand
Many people I talk to have great difficulty defining their personal brand, and expressing the value they provide to others, and then building on that once they have. When working for a company it tends to be the company brand that matters and our position or job title within the company defines us. Some extrovert […]
What to look for when choosing a CRM or Contact Management System
There are a bewildering array of applications in the Customer Relationship Management CRM and Contact Management System category. Recent discussions with a prospect highlighted to me that the CRM selection processes that small businesses, solo entrepreneurs and autonomous sales people are faced with is very similar to the selection process that much larger companies go […]
Top 5 skills listed in LinkedIn – and tips to Find Prospects and Be Found
The Skills and Experience section of LinkedIn is a valuable resource to help sales people and business owners, not just job seekers and recruiters. Two areas in particular are those that help you FIND PROSPECTS and to BE FOUND BY POTENTIAL BUYERS. The Skills section in LinkedIn is a valuable research tool in two ways. […]
An easy way to Connect with People you know on LinkedIn
Have you been able to connect with people you know on Linkedin yet? Have you been systematic about connecting? Connecting with people you know and do business with on LinkedIn has many benefits. But are you thoroughly connected to everyone you know? Unfortunately LinkedIn doesn’t provide an easy ‘100%’ tool for connections, as it does […]
