Tag Archive: LinkedIn

Find Customers In LinkedIn’s Haystack Of Members

Cold Calling A Needle In A Haystack | Social Selling

“Hello, can you tell me who the decision-maker is for enterprise software decisions?” Sound familiar – whether you are making or receiving a call? Now that sounds like searching for a needle in the proverbial LinkedIn haystack. Is that effective prospecting or cold calling? Does effective prospecting mean conducting a broad search on LinkedIn and using that list to make cold phone calls? No! A Case For Social Selling – Cold Calling Facts 200 million Americans have registered their number on the FTC do not call list. Doesn’t work 90.9%…
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Content Is The Key To Open The Door To Social Selling Success

Content Marketing Is Key To Social Selling Success

Content marketing is the key to open the door to your social selling success. And, to walk through that door, you need slide content through the customer’s ‘mail slot’ to make a connection, build a relationship and help close the deal. Yes, helping to frame the business opportunity and presenting features and benefits are essential. However, we do all of that with content. Successful sellers are writers and publishers! Don’t See The Connection Between Content Marketing and Social Selling? Don’t you see the content and selling connection? Well, your customers…
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The Cure For The Common Cold Call Is Social Selling

No Cold Calling

Are you coughing up excuses why you missed your sales quota? Are you working at a feverish pace to get through your call list with no luck? Or, are you feeling depressed and alone since your calls and emails go unanswered? If you are experiencing these symptoms which prevent you from making a successful connection with a new sales prospect, then you have a case of the common bad cold call. The Common Cold Call Is An Epidemic Problem Face it, the impact of the common cold is an epidemic…
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Your LinkedIn Profile Is Your Reputation’s Destination

What does a good craft beer bar have in common with a great LinkedIn profile? Both are great destinations that get more visits based on their reputation! If you’ve ever walked into a great craft beer bar, the bartender, or cicerone, can provide you an excellent customer experience by asking you a set of questions to lead you to what you should be drinking based on what you like. There is not a best craft beer for everyone, just like there is no one LinkedIn profile format or formula every…
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How To Use LinkedIn’s Most-Viewed Connections

Personal Branding | MarketingThink.com | @GerryMoran

My great-grandmother Michelena used to say “If you are going to have people over to your house for a party, then make sure you know who are the most popular, who you need to get to know better, and who can help you. If you are handing out cake, you want to make sure your most influential guests get a piece!” Her advice can help you understand how to use social currency to plan accordingly – investment, influencer planning, sales focus, and content creation to name a few. Do you…
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Teach Instead Of Sell

Be A Social Selling Teacher

89% of buyers search on Google, Bing, etc. when planning to make a purchase, according to the Fleishman-Hillard research. There is a social selling lesson here. So, what can you learn from this simple statistic? Today’s selling and marketing lessons are influenced by this customer native behavior. They are learning and educating themselves with or without our help using digital and social sources. We’ve all had customers tell us they have narrowed down their decision to a handful of vendors or products based on their own research. Even worse, we’ve…
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Is Your Sales Team Fishing Where The Fish Are?

Fishing Where The Fish Are | Social Selling

Who needs social selling? If 67% of the buyer’s journey is now done digitally, according to SiriusDecisions, then you do. This buyer research indicates that customers are using the search capabilities and content at their fingertips. They are self-assessing their needs, conducting their own research and making some level of a decision before they ever connect with your company. Essentially, your customers are visiting digital ponds, called LinkedIn, blogs, communities and various social media channels, and schooling themselves. So, are you fishing where the fish are? Or, is your sales…
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Time To Take A LinkedIn Selfie

LinkedIn Profile Selfie

More than 49.5 percent of LinkedIn users have underperforming personal brands on the network. You see, their LinkedIn profiles are incomplete, their status updates underperform, and they are not plugged into the properly sized network. It’s time for them to take a picture of their brand’s success and start to develop an improvement strategy. Here is how you can take a selfie of your LinkedIn account! 5 Steps To Baseline Your LinkedIn Brand 1. Baseline Profile Views. Establish your quarterly, monthly or weekly profile baseline views to help you understand…
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Is Your Competition Out Social Selling You On LinkedIn?

Tweet Our RFP | marketingthink.com | @GerryMoran

Why do we talk so much about the new buyer journey and avoid pointing out how the new selling journey is also changing? It’s true many customers are moving as much as 70% of the way through the sales funnel before directly engaging with sales executives. To establish a relationship before you, your competition is also trying to engage with your customer earlier. And, many times beating you to the punch because you have not embraced a social selling strategy. LinkedIn is one of the key social selling tools for…
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10 Ways To Teach Your Customers To Buy From You

When it comes successful social selling and meeting your sales quota, being more like a car mechanic, instead of a car salesman, might be the key to your success. Huh? How are you going to meet your quota if you don’t act like the tenacious and famous car salesman, Cal Worthington? I have purchased over 10 cars in my lifetime and cannot remember any of the names, faces or other details of the people who sold them to me. However, I remember every car mechanic I’ve ever worked with. I…
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