Increase Sales

JULY 22, 2015

Salespeople in B2B industries from the smallest firms to even some of the largest ones prospect for new sales leads, centers of influence every day through LinkedIn. However, many anxious salespeople fail to read the profiles. This failure leads them to being viewed as unauthentic.

LinkedIn 70

LinkedIn Prospecting Real Estate Referrals 70

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APRIL 4, 2014

Time strapped business to business (B2B) small business owners and sales professionals continually look for less time draining solutions as they prospect for new sales leads. In these efforts, many use social media sites geared to other B2B professionals. Share on Facebook.

LinkedIn 131

LinkedIn Ideal Customer Profile Small Business Small Business 131

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DECEMBER 28, 2016

How many times have you heard salespeople say “I help” when engaged in sales prospecting at B2B events? Then they go on and on and on about how they help. When words are overused, they are like water off a duck’s back. This differentiation starts with finding new sales behaviors.

Facebook 109

Facebook B2B Competition Conversion 109

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OCTOBER 3, 2014

LinkedIn continues to grow as one of the top go to social media sites to find sales leads, sales prospects, colleagues and centers of influence for those especially in the B2B world. small business B2B networking business to business networking LinkedIn on LinkedIn sales leads small business owners social media marketing'

LinkedIn 139

LinkedIn Social Media Small Business Small Business 139

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JANUARY 6, 2014

Invest 20 minutes per day prospecting through LinkedIn if you are engaged in B2B. Marketing B2B business to business networking event increase sales LinkedIn marketing goals marketing resolutions' This one page social media plan may also support you in your marketing resolve. Share on Facebook.

Marketing 133

Marketing Direct Mail Social Media Networking 133

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OCTOBER 15, 2016

To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. Hubspot shared these two damning sales prospecting or sales statistics: 44% of salespeople give up after one follow-up. This past week I attended an early morning B2B networking round table event. 80% of sales require five follow-ups.

Follow-up 70

Follow-up Hubspot B2B Networking 70

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SEPTEMBER 21, 2016

How many clueless salespeople continue in their prospecting by offering bad sales pitches without understanding this number one buying rule ? This buying rule is especially true for B2B services. Too bad the same can’t be said about sales pitches. People buy from people they know and trust.

Decision Maker 70

Decision Maker Cold Calling Vendor Sales Coaching 70

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NOVEMBER 23, 2016

I shouldn’t be surprised, but I am as to how many realtors are ignoring LinkedIn specific to sales prospecting and sales opportunities. And that is not a bad sales prospecting strategy. Top sales performers do their homework when engaged in sales prospecting. Sales prospecting for realtors is also evolving.

Opportunity 70

Opportunity Real Estate LinkedIn Referrals 70

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DECEMBER 14, 2016

Possibly the reason for this oversight is because LinkedIn is considered for those selling or working in B2B industries. Yet upon review of the ideal customer (potential listing client or buying client), probably he or she is directly or indirectly connected to B2B industries. Specific prospecting strategies on LinkedIn.

Real Estate 70

Real Estate Webinar Metrics Ideal Customer Profile Social Media 70

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JANUARY 11, 2013

As I read the most recent data regarding these wants by Richardson Sales Training , I am not sure if business to business sales representatives (B2B) understand the reality of SMB (small to mid size business). Even if we accept that B2B salespeople with under $500 million share similar wants, there is still a big disconnect.

Small Business 152

Small Business Small Business Outbound Inbound 152

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NOVEMBER 18, 2016

Marketing through social media and B2B networking event. Prospecting. I’m not prospecting for sales leads because I should receive them from the SMB owner, sales manager or website. These years of sales experience afford me the opportunity to quickly tell if a salesperson really knows: Credit www.gratisography.com.

Real Estate 70

Real Estate Retail Social Media Referrals 70

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JANUARY 2, 2017

” To be successful in sales, one must have strong relationships with sales leads, prospects, customers, vendors and others. In spite of all the hype about technology and salespeople becoming obsolete, people in the marketplace be it B2B or B2C still buy from people they know and trust.

B2C 86

B2C Vendor Intent B2B 86

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FEBRUARY 14, 2014

Why are people (potential customers or sales prospects) truly surprised when a real human being answers their phone calls? This is true whether your business to commercial (B2C) or business to business (B2B). small business business growth sakes prospects sales professonals small business advantage social sales social selling'

Small Business 115

Small Business Small Business Social Media Social Selling 115

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FEBRUARY 22, 2017

LinkedIn for B2B professionals does matter. Content marketing for B2B is a proven marketing method for attracting attention and beginning to build relationships. #3 Many profiles turnoff more sales leads or prospects than they turn on. 1 Engagement. 3 Direct Outreach. And no you do not have to accept all invitations.

LinkedIn 86

LinkedIn Referrals Policies Social Selling 86

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NOVEMBER 3, 2015

LinkedIn has become a very fertile business to business prospecting field. LinkedIn when used with the right business ethics, the right B2B marketing strategies and the right B2B marketing tactics can increase sales. No she was 100% about making sales pitches. I know this to be true because I have experienced this result.

LinkedIn 70

LinkedIn Top of Funnel Webinar Metrics Ideal Customer Profile 70

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SEPTEMBER 22, 2016

Then they start frantically dialing for dollars; attending as many B2B networking events or engaging in some other energy draining sales prospecting activity. What happens is people look at daily, weekly, monthly, quarterly and yearly sales goals.

Networking 70

Networking Sales Goal Energy Coaching 70

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JUNE 12, 2017

Prospecting training? Possibly this rush to sell can be directly traced back to some of the questionable sales training as well as prospecting training within the B2B and even B2C marketplace. Why the Rush? The question to be asked is why is everyone rushing to increase sales? Is it because of: Sales training? Sales management?

Social Media 78

Social Media B2C ACT Influencer 78

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SEPTEMBER 6, 2016

If you have read either Jeb Blount’s or Mark Hunter’s books on sales prospecting, you will read about a lot of sales excuses. The question then is how effective are you in sales in moving others or are using this time as an excuse not to sell, not to prospect, not to increase sales?

Social Media 70

Social Media Hiring Lead Generation Vendor 70

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DECEMBER 3, 2015

For mid-size to small businesses especially in the B2B marketplace, sales during this time of year diminish because budgets have been expended, people are off on vacations to factories are shut down for annual maintenance. What are the 1 to 3 primary needs within the marketplace of your potential ideal clients (qualified prospects)?

Ideal Customer Profile 70

Ideal Customer Profile Sales Qualified Lead Demographics Retail 70

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DECEMBER 5, 2016

We all know selling in the B2B marketplace and sometimes in the B2C marketplace takes more than one call. The average salesperson makes two attempts to reach a prospect. Top sales performers know they must assess their sales leads or prospects. 44% of salespeople give up after one follow-up (Source: Scripted).

B2C 70

B2C Follow-up Retention CRM 70

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SEPTEMBER 29, 2014

LinkedIn has become the go to place for B2B prospecting. No, what it truly does is dramatically “p**s off” sales prospects. #2 I can forgive those who are uneducated or poorly educated, but I cannot forgive those who should know better. LinkedIn a Prime Example. Yet what do we find?

Social Media 140

Social Media Media Small Business Small Business 140

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SEPTEMBER 13, 2016

To speak in the third person on probably the most recognized B2B social media site is beyond comprehension. LinkedIn is a powerful sales prospecting tool. If people buy from people they know and trust, why in the world would any reasonable thinking salesperson speak in the third person on LinkedIn? That makes sense.

LinkedIn 70

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 70

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AUGUST 18, 2015

LinkedIn is a prospecting goldmine for business to business professionals. Yet some of those B2B professionals are 100% clueless about how to use it especially when it comes to email marketing. Finding new sales leads through prospecting is essential to the sales success of any salesperson. Credit: www.gratisography.com.

Email Marketing 70

Email Marketing LinkedIn GoldMine Marketing 70

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DECEMBER 28, 2015

What prospects did not end up as customer and why? If you are in B2B, prospecting within LinkedIn may prove to be a valuable marketing and sales strategy. To increase sales for 2016 means you must focus on present and the future not the past. Step #3 – Review Your Outstanding Sales Leads. Step #4 – Identify New Sales Leads.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Lead Rank 70

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JANUARY 19, 2016

Possibly as a SMB owner, solo entrepreneur or sales professional you have been engaging in the common marketing efforts of B2B networking, direct mail, referrals, etc. For those in B2B, LinkedIn is probably one of the best social marketing channels. 10 new prospects. Increase of followers by 100 (think sales prospect pool).

Ideal Customer Profile 35

Ideal Customer Profile Marketing Infusion Direct Mail 35

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JULY 21, 2014

Fortunately for my client and through our year old executive coaching relationship, she has learned how to market (aka prospecting) through LinkedIn and this has been instrumental in securing new appointments. The use of social media and having s SEO website are critical in today’s marketplace and even more so for B2B.

Social Media 129

Social Media Marketing Real Estate Lead Rank 129

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DECEMBER 15, 2016

The salesperson who uses this word may also be viewed as too egotistical as the sales prospect may be saying to himself “Who is this person telling me what to think?” How many times in the B2B or B2C marketplace we hear this word “help?” ” Now we come to the word “you.”

Conversion 70

Conversion B2C Face-to-face Sales Coaching 70

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SEPTEMBER 8, 2016

Isn’t it amazing with all the resources at the disposal of B2B and B2C salespeople, so many still fail to do any to adequate research on incoming sales leads or sales referrals? By better understanding the prospective seller’s work history, may help in further tailoring the message.

Real Estate 70

Real Estate Referrals Decision Maker B2C 70

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APRIL 15, 2015

Your business card was secured at a B2B networking event. This is not the time to insult prospective clients or customers just for the sake of “just because” marketing mantra. * * * * * * *. For example, here are some of the reasons I have learned for connecting: Your name is recommended through LinkedIn.

Marketing 70

Marketing Ideal Customer Profile Small Business Small Business 70

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AUGUST 27, 2015

During sales meetings she could not explain how she was going to prospect some new sales opportunities. This better educated buyer is happening within all industries whether it is B2B or B2C. The residential real estate has experienced the impact of technology through Internet sites such as Zillow.

Real Estate 70

Real Estate Ideal Customer Profile B2C Margin 70