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How did this man land a $4 million contract on LinkedIn?

How did this man land a $4 million contract on LinkedIn? | Social Selling:  with a focus on building business relationships online | Scoop.it

 

David Ogilvie knew LinkedIn would help him make new business connections, but he never dreamed it would land him a $4 million contract.

 

But a LinkedIn connection recently introduced the group business manager of a Sydney construction firm to a family that owns an automotive group hunting for a firm to build its newest Hyundai car dealership. Ogilvie followed up with a call and negotiated the deal for Beach Constructions, worth $4 million.

 

“The initial introduction came through an architect and we won this contract after negotiations with the client. LinkedIn is well and truly opening doors for us and has certainly created an awareness of our business,” Ogilvie says.

While many professionals have a LinkedIn account and invite people they know to join their network, Ogilvie says the site can be better used to actively connect with allied industries.

 

He spends 20 to 30 minutes a day building connections in areas like consulting, town planning and engineering firms in a bid to promote the capabilities of Beach Constructions.

 

You can't expect to win business by just connecting on LinkedIn, you need to use the site to communicate beyond that, he says.

 
Anita Windisman's insight:

And THIS is how social selling is done!!

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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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Eight bad sales habits to break in 2016

Eight bad sales habits to break in 2016 | Social Selling:  with a focus on building business relationships online | Scoop.it
We all do it – let bad habits fester, expand and become part of our regular execution. Some of these habits are worse than others, but collectively our bad habits draw us away from the success we desire.

I’ve found
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The 9 Commandments of Social Selling

The 9 Commandments of Social Selling | Social Selling:  with a focus on building business relationships online | Scoop.it
Building meaningful relationships with prospective customers is a priority for all sales professionals. But when it comes to using LinkedIn as part of your efforts, there are a few techniques you should live by if you want to get results.

In their
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3 LinkedIn Activities That Get You More Phone Calls with the Right Buyers

3 LinkedIn Activities That Get You More Phone Calls with the Right Buyers | Social Selling:  with a focus on building business relationships online | Scoop.it
We all know that LinkedIn and social selling should be foremost in the minds of business development professionals, but there are so many different ways to use social, choosing the right ones can be a challenge. In fact, without a focus,
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Why Financial Services Firms Are Sold On Social Selling

Why Financial Services Firms Are Sold On Social Selling | Social Selling:  with a focus on building business relationships online | Scoop.it
Though the financial services industry often seems to be one of the last to adopt new ways of doing business, there’s no doubt that social selling is now par for the course. As financial services firms try to work themselves into
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Ask the Expert: Jack Kosakowski on Finding Opportunities in Your Social Network

Ask the Expert: Jack Kosakowski on Finding Opportunities in Your Social Network | Social Selling:  with a focus on building business relationships online | Scoop.it
If you need to build your personal brand to boost your social selling efforts, Jack Kosakowski is the man with the plan. In addition to his sales management role at Creative Agency, Jack shares his expertise and passion for social
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Four Social Selling Best Practices for 2016

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.  1. Change the Game.
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Live Webinar: Using LinkedIn for Demand Generation

We want to enable you to explore new solutions to your current demand generation challenges. Rethink the routine. In a world governed by leads, conversions, an…
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4 Traits of Successful Influencers: A Modern Guide to Social Selling

4 Traits of Successful Influencers: A Modern Guide to Social Selling | Social Selling:  with a focus on building business relationships online | Scoop.it
The sales cycle has changed.

Social selling is on the rise, and the move online means prospects are choosing when they enter your sales funnel (hint: it’s later than ever) and how they reach purchasing decision based on third-party product
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Social Selling Tips of the Week: What Are You Counting on?

Social Selling Tips of the Week: What Are You Counting on? | Social Selling:  with a focus on building business relationships online | Scoop.it
For over a thousand years, the abacus was the cutting edge of calculating technology. It’s portable, affordable, and requires no external power. Despite all these advantages, you would be hard-pressed to find one in a modern office. And you don’t hear
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How To Maximise LinkedIn's Value with Sales Navigator

How To Maximize LinkedIn’s Value with Sales Navigator | 1 Sales Navigator Helps You Find The Right People How To Maximize LinkedIn’s Value with Sales Navigator…
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Sales Pros: Here Are 4 Things You Should Tell Your Marketing Department

Sales Pros: Here Are 4 Things You Should Tell Your Marketing Department | Social Selling:  with a focus on building business relationships online | Scoop.it
Historically, sales and marketing have operated in separate silos. As a sales professional, you know that your marketing team shares a similar goal, and that working together can help both of you perform better at your jobs. Considering these shared goals,
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How Juniper Networks Skyrocketed to Social Selling Success

How Juniper Networks Skyrocketed to Social Selling Success | Social Selling:  with a focus on building business relationships online | Scoop.it
Juniper Networks has seen great value by implementing social selling. Here’s a peek into their journey and the results, along with tips on measuring ROI across the journey.

With a top objective to increase pipeline and drive revenue, Juniper Networks decided to
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Gain a Competitive Sales Advantage in 2016

Gain a Competitive Sales Advantage in 2016 | Social Selling:  with a focus on building business relationships online | Scoop.it
With 2015 in the books, we can all look forward to the New Year. For sales professionals, it is an especially exciting time with fresh start, updated account books and new pipeline goals. We’re getting ready for our sales kickoff and
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Spotlight on Sales Tools: How to Use LinkedIn SlideShare

Spotlight on Sales Tools: How to Use LinkedIn SlideShare | Social Selling:  with a focus on building business relationships online | Scoop.it
What if you could deliver an engaging presentation to your prospects – a presentation that immediately makes you more likeable, credible, and trustworthy – without actually being there? And what if you could create this presentation once, and then let it
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How to Use Social Selling Tools and Buyer Psychology to Improve Sales

How to Use Social Selling Tools and Buyer Psychology to Improve Sales | Social Selling:  with a focus on building business relationships online | Scoop.it
Are you a superb host? Do you coordinate events—and make sure everyone RSVPs? In group settings, are you the one checking in with quieter members?

A socially adept person is highly attuned to his audience, listening and adapting to address any concerns
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eBook: How Personalized Selling Unlocks Competitive Advantage

eBook: How Personalized Selling Unlocks Competitive Advantage | Social Selling:  with a focus on building business relationships online | Scoop.it
We’ve all done it. We connect with someone on social media with little expectation of developing a deeper relationship — the digital equivalent of “let’s do lunch.” It’s a well-intentioned gesture, but not a genuine invitation to build a
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Creating a Winning Social Sales Strategy

Creating a Winning Social Sales Strategy | Social Selling:  with a focus on building business relationships online | Scoop.it
In our last post, we recommended some ways to build a fully optimized social sales profile. We offered tips on what kind of photo to use, how to write your headline, and how to deliver an engaging summary that invites
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How to Leverage Technology to Improve Your Sales Process

How to Leverage Technology to Improve Your Sales Process | Social Selling:  with a focus on building business relationships online | Scoop.it
Every business aims to increase its revenue by generating more sales. It starts with having an organized sales process. With the fierce competition online, it has become increasingly difficult for ...
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What Does Closing Mean in 2016?

What Does Closing Mean in 2016? | Social Selling:  with a focus on building business relationships online | Scoop.it
When you think of closing a sale, it’s hard not to think of Blake, Alec Baldwin’s in-your-face “coffee is for closers” character from Glengarry Glenn Ross. It’s easy to conjure up the image of Blake at his chalkboard, delivering his profane
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How Financial Services Professionals Leverage LinkedIn Sales Navigator

How Financial Services Professionals Leverage LinkedIn Sales Navigator | Social Selling:  with a focus on building business relationships online | Scoop.it
Gone are the days of endless cold calling, asking friends and family for referrals, going through alumni books, and researching prospects for hours. Like with many industries, technology has become an enabler of change. Consumers are increasingly less responsive to requests
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How B2B Selling Has Changed and Why It’s a Good Thing

How B2B Selling Has Changed and Why It’s a Good Thing | Social Selling:  with a focus on building business relationships online | Scoop.it
“Don’t sell anything. Earn the awareness, respect, & trust of those who buy.”
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The Sales Professional’s Ultimate Guide to LinkedIn Profile Optimization

The Sales Professional’s Ultimate Guide to LinkedIn Profile Optimization | Social Selling:  with a focus on building business relationships online | Scoop.it
Even the most dedicated sales professional has to sleep sometime. No matter how tight the deadline, or how close to quota you are, eventually you’re going to have to get some shuteye.

But you can rest easy knowing that while you sleep,
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Social Selling Tips of the Week: Start Your Engine

Social Selling Tips of the Week: Start Your Engine | Social Selling:  with a focus on building business relationships online | Scoop.it
Happy 2016! With 2015 in the books we can all look forward to the New Year. You are fueled up. Are you ready to race when the flag drops?

Now that you’re back to work, it’s a good idea to spend some
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Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning Strategy

Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning Strategy | Social Selling:  with a focus on building business relationships online | Scoop.it
Using social networks like LinkedIn have proven to be impactful over the years for sales professionals. Cold calling, though revered by some is quickly losing its ability to get a decision makers attention. Decision
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Why LinkedIn InMail templates don't earn response & how to fix 'em

Why LinkedIn InMail templates don't earn response & how to fix 'em | Social Selling:  with a focus on building business relationships online | Scoop.it
Most LinkedIn InMail templates and InMail examples DO NOT WORK. Here is a proven way to get customers talking with you about what you're selling ...
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