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LinkedIn’s Dirty Little Secret

Mar152010

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After a great conversation with Rick Roberge of The Rain Maker Maker, I noticed that LinkedIn has a little bit of a “Security Inconsistency” within its search application. This particular security flaw isn’t the most extreme, but it may help you when you are trying to get to the decision maker in the sales process. Let’s take an example where we are looking for an individual to sell to. Our social sales instincts tell us that we need to look them up via LinkedIn’s search function. And if you remember in my post about prospecting smarter, we have a few tools at our disposal. Read the full article →

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tagged: Social Sales

3 Tips for Prospecting Online

Feb212010

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We all hate it, but prospecting is the single most important part of selling in 2010. With all of this technology surrounding us, we should at least be able to take out some of the drudgery. As a social salesperson, here are a few questions that come to my mind when I prospect:

  • Is this person the decision maker?
  • Does this person have a pain that my product solves?
  • If not, does their superior or company have some pain that my product solves?
  • Will they / can they refer me to the decision maker?

All of these questions can be answered with a few simple searches through the inter-webs. Let’s look at some free resources that are out there. Read the full article →

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tagged: Social Sales

5 Questions Applied to Social Selling

February 14, 2010
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In order to give a good baseline of the purpose of this blog and the articles I plan to write, I wanted to apply the 5 W’s to the concept of Social Sales.
What is Social Selling?
Social Selling makes use of the social web to help inside and outside sales representatives sell faster, better and easier. [...]

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