by Bill Mccormick | Sep 25, 2018 | Nurture
A couple of weeks ago I learned about something called the “recency effect.” And after I studied it for a bit, I realized that a lot of what is done in both social selling and sales in general can be tied to it. Here’s the definition: The recency effect is an order of...
by Bill Mccormick | Sep 12, 2018 | Nurture
Most salespeople know what a sales funnel is and how it works. For those outside of sales who don’t, the sales funnel details to the buying process that salespeople and companies lead potential buyers through when selling their products and/or services. We can use the...
by Bill Mccormick | Aug 27, 2018 | Nurture
It’s no secret that using social-selling techniques and strategies with LinkedIn and other social platforms is quickly becoming the norm nowadays in attracting B2B sales prospects. You really can’t get around not using social selling in B2B sales anymore,...
by Brynne Tillman | Mar 21, 2018 | Profile
You know you need to leverage LinkedIn for growing your business, but do you know where to start? Here is a quick LinkedIn checklist to guide you through the steps you need to take to be successful. LinkedIn Checklist Define your objectives, goals and specific...
by Brynne Tillman | Mar 13, 2018 | Sales Navigator
Account Based Sales and Account Based Marketing are hot topics lately, but there’s a lot of variation in how people define them. I’ve identified three different tiers that fall under the umbrella of ABS/ABM, according to the many sales reps I talk to every day. The...
by Brynne Tillman | Feb 16, 2018 | Nurture
The conversation around the Modern Buyer and the Modern Seller is a new one and one that has many confused. Sales professionals and trainers alike are taking a stab at various definitions, but few build a complete picture. As a Social Selling trainer, my job is to...
by Brynne Tillman | Nov 27, 2017 | Profile
Are Buyers Finding Your LinkedIn Profile When Searching for Your Products and Services? Getting discovered by your prospective buyer during the research phase of the buyer’s journey is one of the best ways to start a sales conversation. That’s where SEO in your...
by Brynne Tillman | Oct 22, 2017 | Nurture
Are you looking for a way to learn more about your target audience? Creating buyer personas will reveal vital information about your ideal client—information you can then use to find more prospects just like them. But building your typical buyer persona for marketing...
by Brynne Tillman | Oct 15, 2017 | Sales Navigator
Sales Navigator is arguably the most powerful sales tool available – but most teams are underutilizing it. We are seeing only about 20-30% adoption, on average, in our clients, and even many of the power users are not maximizing the incredible potential LinkedIn Sales...
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