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How NOT to Use LinkedIn to Generate Referral Sales

Debunk the Sales 2.0 myth. Top salespeople know that social media facilitates connections; it doesn’t replace in-person interaction. Relationships—and refer
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Social Selling:  with a focus on building business relationships online
About establishing and cultivating business relationships online. Also covering lead generation, prospecting, business networking, and social CRM (sCRM).
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Social Selling: 3 Ways to Maintain Customer Satisfaction

Social Selling: 3 Ways to Maintain Customer Satisfaction | Social Selling:  with a focus on building business relationships online | Scoop.it
In our series on the Buyer’s Journey, we have covered social selling topics related all phases of the busying cycle. In our last post, we discussed the exciting third stage of the sales cycle: “The Opportunity.”

Now, in the
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The New Formula for Connecting with B2B Buyers Infographic

The New Formula for Connecting with B2B Buyers Infographic | Social Selling:  with a focus on building business relationships online | Scoop.it
In a selling environment where 90% of decision makers no longer respond to cold calls or emails, social selling adoption has become a necessity for connecting with B2B buyers. Brynne Tillman, CEO Social Sales Link, tells us that “LinkedIn is a
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Social Selling Tips: Sync Your Strategy with These 11 New Insights

Social Selling Tips: Sync Your Strategy with These 11 New Insights | Social Selling:  with a focus on building business relationships online | Scoop.it
Here are 11 telling sales insights from IDC’s survey that will help you end 2014 with a bang, and head into 2015 with an informed social selling tips that aligns with buyer needs and preferences.
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4 Tips For Implementing A Successful Social Sales Program

4 Tips For Implementing A Successful Social Sales Program | Social Selling:  with a focus on building business relationships online | Scoop.it
Launching a social selling program may seem daunting, but you can increase your company’s odds of launching a successful program by leveraging best practices from inception. Below are some tips tha…
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Social Selling Tips: Winning the Decision-Maker Challenge in Social Selling

Social Selling Tips: Winning the Decision-Maker Challenge in Social Selling | Social Selling:  with a focus on building business relationships online | Scoop.it
Obstacle course races are all the rage right now. Why run a boring 5K when you can spice it up with mud pits, walls to climb and live electrical wires? But even though races like the Warrior Dash look intimidating, they’re
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Social Selling Tips: How to Avoid Sales-Speak on Your Team

Social Selling Tips: How to Avoid Sales-Speak on Your Team | Social Selling:  with a focus on building business relationships online | Scoop.it
Sales clichés are ubiquitous -- and they rarely help close the deal. Look at your stereotypical 'cheesy salesperson' and you'll see these phrases pop up every so often. Their goals never revolve around the customer and their tactics appear annoying or
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What Does a Rising Social Selling Index Mean for Sales Teams?

What Does a Rising Social Selling Index Mean for Sales Teams? | Social Selling:  with a focus on building business relationships online | Scoop.it
LinkedIn’s Social Selling Index (SSI) was designed to help individuals and sales teams become more effective at social selling. If you’re not familiar with the Social Selling Index, it’s a first-of-its-kind measure of a company’s or individual’s adoption of the
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donhornsby's curator insight, November 6, 8:24 AM

Sales professionals who use social selling are 51% more likely to exceed quota. So when social selling adoption scales to the entire team, the output also scales. Of course when you’re generating 45% more sales opportunities via social selling, it’s only natural for sales to increase.

 

Selling is a results-based endeavor. Those with higher SSI scores generate results, which is why SSI leaders also get promoted 17 months faster, on average, over SSI laggards.

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5 Best Practices For Building Relationships On LinkedIn

5 Best Practices For Building Relationships On LinkedIn | Social Selling:  with a focus on building business relationships online | Scoop.it
Are you struggling to grow your network with meaningful connections on LinkedIn?

Perhaps you have hundreds of connections but have been unable to do anything productive (or profitable) with them.

LinkedIn is most effective when you use it as a relationship-building platform.

You can
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How to Use Sales Insights to Stay in Touch with Prospects

How to Use Sales Insights to Stay in Touch with Prospects | Social Selling:  with a focus on building business relationships online | Scoop.it
Traditionally, sales professionals called prospects to 'just check in.' Today, calling prospects 'just to check in' can quickly make them “check out”.
Sales reps can differentiate themselves by delivering value with each phone call, email, or InMail. Leading with relevant insights adds
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Achieving Social Selling Success Infographic

Achieving Social Selling Success Infographic | Social Selling:  with a focus on building business relationships online | Scoop.it
In our latest eBook, we introduced LinkedIn's Social Selling Index (SSI) and how it relates to career success. Social Selling Index is a measure of a sales professional's activity on LinkedIn and is defined here. It's
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25 Social Selling Experts to Watch at Dreamforce 2014

25 Social Selling Experts to Watch at Dreamforce 2014 | Social Selling:  with a focus on building business relationships online | Scoop.it
“Dreamforce is half rock concert and half industry show. Anyone who hasn't been should absolutely go.” -- Steven Weber, Director of Research at DeMatteo Monness, LLC

It’s no doubt that Dreamforce 2014 will feature some incredible performances from the industry’s top “rock
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A Slew of New Technologies Is Making a Science of the Art of Sales

A Slew of New Technologies Is Making a Science of the Art of Sales | Social Selling:  with a focus on building business relationships online | Scoop.it
The better you know your prospect before pitching, the likelier you are to connect.
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5 Essential Sales Skills for the Social Era

5 Essential Sales Skills for the Social Era | Social Selling:  with a focus on building business relationships online | Scoop.it
To sell effectively in the social era, you need to make sure your skills are adapted to the fast-paced, relationship-driven brand of modern sales.

LinkedIn is uniquely capable of ushering sellers into the new age. Here are 5 essential skills to sell in
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The Art of Staying in Touch with Prospects in 2015

The Art of Staying in Touch with Prospects in 2015 | Social Selling:  with a focus on building business relationships online | Scoop.it
If you are like most sales professionals, the vast majority of your contacts are neither “hot” prospects nor customers. Rather, they are your friends, they are your “no decisions,” they are your prospects who are “ready to talk next year,” they
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How to Move Your Team to Social Selling Infographic

How to Move Your Team to Social Selling Infographic | Social Selling:  with a focus on building business relationships online | Scoop.it
The ability to establish and maintain strong relationships with buyers has always been essential for a successful sales career, and this certainly hasn’t changed in the social selling era. But now that B2B buyers escort themselves through roughly two-thirds of the
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How To Grow Your Sales With Social Media

How To Grow Your Sales With Social Media | Social Selling:  with a focus on building business relationships online | Scoop.it
Aside from referrals, 100% of my new business comes from my activities on LinkedIn, Forbes and SlideShare. Almost every day, someone emails me and asks if I have time to speak with them. It's now 7:45 a.m., and I've already received an inquiry today. Three years ago, this wasn't the case. [...]
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Progressive training's curator insight, November 17, 10:15 AM

How To Grow Your Sales With Social Media

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The Essential Pre-Appointment Checklist for Social Sellers

The Essential Pre-Appointment Checklist for Social Sellers | Social Selling:  with a focus on building business relationships online | Scoop.it
One of the most important stages in social selling is positioning yourself as a thought leader and subject matter expert that your prospects and customers want or need to hire.

Today’s top social sellers have made a name for themselves by following
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Social Selling Tips of the Week: All Hail King Branding

Social Selling Tips of the Week: All Hail King Branding | Social Selling:  with a focus on building business relationships online | Scoop.it
“Content is king.” We’ve all heard the phrase. But what about branding? In this week’s top social selling tips, you’ll see why personal branding, a cousin to content, is also a ruler of the social sales kingdom. As we see
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7 Real World Social Selling Examples to Inspire You

7 Real World Social Selling Examples to Inspire You | Social Selling:  with a focus on building business relationships online | Scoop.it
If you're a regular reader of this blog, you know we regularly discuss social selling strategy, as do many others. But if you’re someone who learns best through visualization, you may find yourself frustrated by the lack of actual social
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donhornsby's curator insight, November 7, 8:57 AM

(From the article): More professionals are consuming content on LinkedIn, where more than 1.5 million publishers use the “Share” button to send content to the LinkedIn platform. New research has found that these active sharers spend eight hours per week consuming professionally relevant content (i.e. yourcontent).

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Social Sales Buying Cycle Stages: The Opportunity

Social Sales Buying Cycle Stages: The Opportunity | Social Selling:  with a focus on building business relationships online | Scoop.it
In our last post on the purchasing journey, we found ourselves at the second stage of the sales cycle: “The Lead.” Here we saw that the prospect has shown interest in your product or service, and that it becomes
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Social Selling Tips: The No Sweat Solution for Higher Sales Productivity

Social Selling Tips: The No Sweat Solution for Higher Sales Productivity | Social Selling:  with a focus on building business relationships online | Scoop.it
 

Are you working up a sweat just trying to decide where to focus your social selling energy?

You’re not alone. In fact, many sales people find themselves between a treadmill and the free weights, trying to guess which is most effective at
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Making Quota Next Year Will Be a Breeze If You Make These Investments Now

Making Quota Next Year Will Be a Breeze If You Make These Investments Now | Social Selling:  with a focus on building business relationships online | Scoop.it
Like our sales world, marketing has seen widespread change over the last decade. Inbound marketing tactics like blogs, whitepapers, and webinars cropped up to support outbound tactics like ads and email blasts.

It's easy to see why:

According to Search Engine Journal, inbound
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Social Selling Tips of the Week: Sales Dating, Remembering the Basics

Social Selling Tips of the Week: Sales Dating, Remembering the Basics | Social Selling:  with a focus on building business relationships online | Scoop.it
Looking for some (business) relationship advice? Read on to discover three trending posts that will provide you with social selling tips related to relationship building, rekindling an old sales strategy flame, and the importance of being social – it’s all
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Become A Social Savvy Leader In Five Easy Steps

Become A Social Savvy Leader In Five Easy Steps | Social Selling:  with a focus on building business relationships online | Scoop.it
Today's most effective leaders use social media to build trust, engagement and connection. To take the lead in your organization, follow these five simple steps to becoming a social savvy leader.
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How to Effectively Measure your Sales Team's ROI

How to Effectively Measure your Sales Team's ROI | Social Selling:  with a focus on building business relationships online | Scoop.it
So, you’ve bought into the principle of social selling and you’ve seen the results it’s delivered for other organizations. But how do you effective measure the ROI of social selling, especially against traditional sales techniques? That's where LinkedIn's Social Selling Index (SSI)
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