by Bill Mccormick | Oct 17, 2018 | Nurture
As 67% of business-to-business (B2B) buyers progress through their decision-making process before engaging with a sales rep, you need to grab their attention before you know they even exist. Ideally, your goal is to lead buyers to choose your solution with valuable...
by Bill Mccormick | Oct 9, 2018 | Sales Navigator
For many LinkedIn users I speak with at events, in training and coaching sessions, and even on LinkedIn via messaging or groups, the company’s Sales Navigator offering is a real mystery to them. Generally speaking, about half have heard of it but don’t know what it...
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 | Apr 24, 2017 | Tools
Sharing content is foundational to attracting your buyers and being seen as a thought leader and subject matter expert. Often, when we are in content reading mode, it is off hours and read quite a few at a time. However, we don’t want to share them all in that...
by Brynne Tillman | Apr 17, 2017 | Nurture
If you agree that your network is your net worth, it might make sense for you to back them up every once in a while. Although there are a few extra steps with the New LinkedIn, the new changes allows you to back-up much of your activity and profile content as well as...
by Brynne Tillman | Apr 10, 2017 | Profile
I am thrilled to announce that my new book LAUNCHED today! The LinkedIn Sales Playbook: A Tactical Guide to Social Selling – Included are 11 LinkedIn on-demand training videos (145 minutes worth of powerful webinars that will guide you to social selling...
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