How Can I Get Access to the Real Decision Makers?

Posted by Patrick Dors

April 11, 2014 at 6:45 AM

Selling in the information age can be challenging. 20 years ago buyers were dependent on sales representatives. The representative was the main source for providing product insights and education. Today buyers have the ability to access information on their own. This can present several problems.

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Topics: Social Selling, LinkedIn, Sales Rep Resources, Social Prospecting

Should You Buy Premium LinkedIn Accounts For Your Team?

Posted by Mark Synek

March 15, 2014 at 6:45 AM

You are a progressive Sales VP in a medium size company.  You know how hard it is for your reps to prospect today.  Targets don’t answer their office phones or open e-mails.  You know today’s buyer is time starved and media saturated. 


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Topics: Social Selling, Sales Leader, Prospecting, LinkedIn, Small Company Sales Leader Resources, Advertising and Marketing, Social Prospecting

The Worst Sales Call of 2013

Posted by Mark Synek

January 8, 2014 at 7:00 AM

In 2013 our consultants attended 463 live sales calls.  We always compare notes with each other, singling out especially successful or poor appointments.  In October, we participated in the worst sales call of the year.  Why was this call the winner of this dubious honor?  The appointment was bad.  But it was our pre-call interview with the sales rep that clinched it. All identifying details have been changed to protect the client.  Here’s the story:

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Topics: Social Selling, Sales Leader, LinkedIn, Small Company Sales Leader Resources, Social Prospecting

How Sales VPs Can Thrive During an Acquisition

Posted by Tony Albachiara

November 22, 2013 at 7:00 AM

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Topics: Sales Leader, VP of Sales Resources, Acquisitions, LinkedIn

The 4 Common Mistakes of LinkedIn Social Selling Initiatives

Posted by Mark Synek

October 26, 2013 at 7:00 AM

The correct implementation of Social Selling gets your team appointments inside target prospects.  These meetings are net new sales opportunities you wouldn’t have otherwise had.  This drives an increased number of qualified buyers of your product into the funnel.  Your team sells more.  Revenue increases. 

The incorrect implementation of Social Selling drives no new revenue.  Worse, your sales teams’ newly updated LinkedIn profiles attract recruiters.  There’s no revenue lift, and your team is being recruited away.  What went wrong? 

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Topics: Social Selling, Sales Leader, VP of Sales Resources, LinkedIn, CSO, Social Prospecting

How to Make Your Number by Creating Social Debt on LinkedIn

Posted by Tony Albachiara

September 29, 2013 at 7:00 AM

In my previous blog, I wrote about obtaining LinkedIn referrals. In the digital age of selling, LinkedIn referrals are like gold. But in order to find the gold, you need to know where (and how) to look. That’s where this blog comes in.

Social debt is one of the most powerful tools to obtaining new referrals. In this blog, I will cover 5 different ways that you can create social debt. Follow these tips and you’ll be swimming in referrals for 2014.

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Topics: Social Selling, VP of Sales Resources, LinkedIn, Referrals, Social Debt

5 Steps to Effective Selling With Referrals

Posted by Tony Albachiara

September 11, 2013 at 7:00 AM

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Hands down. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012).  Think investing in email blasts is better? Slightly better maybe, but still an unimpressive 4.4% open rate (Google, 2013). Still not convinced?  Read the 3 Reasons why you aren’t getting enough quality referrals.

Instead, invest your time and energy into improving your LinkedIn game. It will pay dividends.

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Topics: Social Selling, VP of Sales Resources, LinkedIn, Referrals

Social Selling Pests – Avoid the LinkedIn InMail of Shame

Posted by John Koehler

September 8, 2013 at 7:00 AM

As a Sales & Marketing Leader, you are responsible for driving lead generation. In 2013, leveraging social selling & prospecting has become mission critical. Your business development teams are using LinkedIn and you’ve equipped them with the best social selling tools. To be effective, carefully consider how you drive social media through the sales field. Sending a LinkedIn InMail without carefully choosing every word will lead to doom.

This article will give you the best practices to guide your team’s messaging. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here.   At no cost, an expert from SBI will present the full research findings. You will have access to guides, templates and tools to help your social selling efforts.

Problem Examination

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Topics: Social Selling, CMO, LinkedIn, Marketing Resources

2 Ways to Accelerate & Expand Reach on LinkedIn

Posted by Tony Albachiara

August 24, 2013 at 7:00 AM

Your Reach on LinkedIn will be one of your best sales assets in 2014. How do I know? Because numbers don’t lie. 84% of B2B decision makers begin their buying process with a referral. Contrast this with the 4.4% e-mail open rates. Furthermore, compare it to the 1-3% cold calling success rate.

These numbers leave little room for doubt: More referrals = more qualified opportunities = more sales. 

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Topics: Social Selling, Buyer Personas, Sales Leader, VP of Sales Resources, LinkedIn, Chief Sales Officer, LinkedIn Tagging

A New Tool to Drive B2B Leads from LinkedIn

Posted by John Koehler

August 21, 2013 at 7:00 AM

As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. Marketing leaders must challenge past assumptions of how to leverage social advertising opportunities. Facebook & Twitter ads deliver high volume but lack the high-level targeting options. The best B2B option until now has been LinkedIn ads. These ads show up on the top or right hand column on LinkedIn’s website. The biggest downfall was that mobile users were not getting these ads. In addition, there was no share-ability capability.

Now there is a new tool to satisfy this need. Introducing, LinkedIn Sponsored Updates. Marketing leaders can use this blog post as a blue print to guide your marketing team to success. At the end, I’ll provide a tool to help your team leverage LinkedIn sponsored updates.

What are LinkedIn Sponsored Updates?

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Topics: LeadGen, LinkedIn, Marketing Resources

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