Articles

  • In Selling, How Much Is Just Enough?

    In Selling, How Much Is Just Enough?

    March 26, 2015 C.J. Hayden

    If you can determine how much of anything is just enough to bring in the level of business you want, you can create a functional sales plan that allows you to sleep at night. The trick is finding that just-enough point. In this article, C.J. Hayden offers advice to help you find that sweet spot.

  • Keep the Social in Social Selling

    Keep the Social in Social Selling

    March 25, 2015 Michelle Davidson

    When using social media as a sales tool, keep in mind the one thing that drives social media: relationships. Social selling is about making connections and developing relationships with those people. Your goal should be to create a mutually beneficial relationship.

  • 5 Things You Can Do Today to Boost Sales via Twitter

    5 Things You Can Do Today to Boost Sales via Twitter

    March 23, 2015 Shannon Belew

    When using Twitter as part of your social selling strategy, you should have a mix of relationship-building efforts and lead generation strategies. To help you do that, Shannon Belew offers several tactics that enable sellers to build mutually beneficial relationships and generate sales.

  • LinkedIn Is a Social Selling Goldmine

    LinkedIn Is a Social Selling Goldmine

    March 20, 2015 Kevin Knebl

    LinkedIn is the sales professional's best friend. With it, you can create, nurture, and deepen business relationships—which leads to sales and endless referrals. The key is to develop Know-Like-Trust relationships with people. In this article, Kevin Knebl explains three things you can do to make the best use of LinkedIn to improve your social selling.

  • Does Social Selling Really Work?

    Does Social Selling Really Work?

    March 19, 2015 Jill Konrath

    You might question whether social selling works. Is it worth the time and effort it takes to build your online brand, search for information about prospects, connect with new people, and especially, share your insights? In a word, yes—if you approach it the right way.

  • Why You Need to Give to Get

    Why You Need to Give to Get

    March 18, 2015 Michelle Davidson

    In sales, you can't expect buyers to just plunk down their dollars and buy from you. You must give to them first. Give them educational content, demonstrate your value, trust them, be willing to take a risk on them, and be respectful. You'll have greater success if you do. 

  • 5 Principles to Help You Get Past the Gatekeeper

    5 Principles to Help You Get Past the Gatekeeper

    March 16, 2015 EksAyn Anderson

    Salespeople have plenty of techniques to help them get past gatekeepers. They will be successful, however, only if those techniques are grounded in solid principles. In this article, EksAyn Anderson explains five principles that apply across all situations and will help sellers get appointments with decision makers. 

  • Don't Hunt Leads. Attract and Nurture Them

    Don't Hunt Leads. Attract and Nurture Them

    March 13, 2015 Sylvia Montgomery

    By switching from a solely outbound focus on sales to a broader one based on sharing expertise, you can educate, attract, and create a client base of loyal fans. Buyers come to you instead of you hunting them down.

     

  • Trust Between Seller and Client Must Be Mutual

    Trust Between Seller and Client Must Be Mutual

    March 12, 2015 Charles H. Green

    Trust is a reciprocating exercise in risk-taking. First one party takes a risk, then the other reciprocates. That means if you want clients to trust you, you must also trust them and take risks on them. Don't make them take all of the risks.

  • Don't Assume the Referral Is a Done Deal

    Don't Assume the Referral Is a Done Deal

    March 11, 2015 Michelle Davidson

    Referrals and repeat buyers need attention. You can't count on them to be the picture-perfect customer you imagine. They need to be monitored and cared for—or cut loose if their costs outweigh their value.