How often do you make a purchase that you don’t fully understand? I know I do all the time. If my house needs a new roof, I have to hire roofers who will provide the materials and complete the installation. But I know nothing about roofing! How do I make an informed decision about who …
Travel planning is entirely different today than say even 10 years ago. Today’s travelers are invisible prospects to you and your marketing team, often until after they’ve made their vacation destination selection. Combine that with a consumer whose needs are more complex, stresses more numerous and media choices that have literally exploded over the last …
If you’re looking for an opportunity to change up your digital marketing or to give your readers a different way of experiencing your content, podcasting can be an easy, inexpensive option. Podcasting is the regularly scheduled production and distribution of audio content. While podcasting is a commonly overlooked marketing medium, podcasts offer a number of …
A typical salesperson starts his day with a database full of unqualified prospects—a database that was populated by buying advertising, attending trade shows, purchasing prospect lists, or other networking activities. So, who do you call first? How do you know where to start? Here’s a proven way to help your salespeople find the prospects that …
Back in 1950, psychologists Leon Festinger, Stanley Schachter, and Kurt Back launched a study to investigate how friendships developed among students at the new Westgate Complex at MIT. They found that the strongest friendships developed between students who lived next to each other on the same floor. Where friendships developed between students who lived on …
Prefer to listen versus read helpful information on social selling and sales prospecting with social media and content marketing? Well today you’re in luck. Recently Tyler Anderson interviewed me for his Casual Friday podcast where we talked in depth about what social selling is and isn’t. Today I’m sharing that with you and for those …
This Thursday, March 27th, I’ll be talking about the 7 keys to successfully leverage your social media strategy to drive lead generation and sales prospecting efforts. If you’ll be at Social Media Marketing World in San Diego and free at 2:15pm on Thursday, please join me in Seaport C for a great social selling session. …
Last week I showed you a nifty trick to turn any presentation into an instant B2B lead generation tool to help power your social selling efforts. But that trick only generates as may sales prospect leads as people in the audience. So today I’m going to show you how to use that same file to generate …
According to a 2012 Edison Research Study on the Podcast Listener awareness of podcasting has grown 105% since 2006 and the percentage of people indicating they have listened to an audio podcast has grown 163%. But access to a growing audience isn’t the only reason to consider adding podcasting to your social selling toolkit. Here are three key …
I can’t tell you how excited I am to finally be able to tell everyone this incredible news — my first social selling book, The Invisible Sale is finally available on Amazon and B&N. A recent BtoB Magazine survey of US B2B marketers found that in 2013, 60% of respondents cited generating more leads remained their top challenge. And …
Lately I’ve been getting a lot more requests from to conduct LinkedIn Networking Workshops for B2B sales teams. It seems companies and organizations are finally waking up to the fact that LinkedIn is so much more than an online resume collection. At the same time I’m seeing an uptick in really bad LinkedIn networking attempts. …
The single most important thing to think about when crafting your  website or blog — is not how beautiful it is but how well it functions as a lead generation machine. Probably the single biggest mistake companies and people make when crafting a website is that they focus entirely too much on the physical beauty …
Research from Google shows that now more than ever, Woody Allen was right – Showing Up is 80% of social selling success. Today’s self educating B to B buyer is increasingly turning to sources other than salespeople for information. Number Of Sources Buyers Consult Google’s ZMOT Research, released in 2011 revealed that consumer shoppers consult …
Somewhere in heaven there is a magical phone. Each time a salesperson picks it up to dial a prospect, the person on the other end answers and is actually highly qualified. In fact, she wants to talk about buying what the sales person is selling. What if that phone existed? What if instead of working your …
Earlier this week I had a chance to talk with a bunch of Realtors about how they might consider using Social Media and digital tools to sell more houses by leveraging social selling techniques. During the course of the talk I mentioned how social media helps them to painlessly prospect. A few seemed to take …
I’m learning to love LinkedIn more and more as a B2B sales prospecting tool. But the more I use it, the more I wish someone at LinkedIn would get off their ass and make the platform what it could be versus what it is. Right now LinkedIn is a great tool for networking but leaves …
If you’re spending time in the social media space strictly for the joy of conversation, you can skip the rest of this post. BUT if you’re spending time on social networks with the goal of building a tribe of Social Agents that you can activate to grow your business, help a cause you care deeply …
I know it’s all PC and cool to say that numbers don’t matter. Number of fans, followers, readers of your blog — none of that matters. It’s all about just writing and sharing great content because that is the core of social media. [dramatic pause while I hug myself] Personally, I disagree. I think it’s …