I am not sure whether the saying “Your Network is Your Net Worth” was around before Porter Gale wrote a book with that title in 2013, but the message is clear. Business success depends on relationships. After all, people buy from people. One of my favorite quotes on...
Last month I published a long-form post comparing the Microsoft-LinkedIn deal to the Golden State Warriors-Kevin Durant deal. This pairing of two big news stories drew the usual amount of Likes and Comments. Then, about three weeks after I posted it, something unexpected happened. I saw...
Most people who have adopted LinkedIn as a tool to find new clients - outbound prospecting - do so very artfully. Much of it has to do with who you’ve brought into your network. Call it the proximity effect. If you’ve got the ‘right’ kind...
As Social Selling with LinkedIn grows, Sales Navigator - LinkedIn's Sales Solution tool - is growing as well. Companies are signing their sales teams up in droves. Now, even entrepreneurs and selling CEO's are looking at this premium tool as an essential platform in their...
^^For best viewing enlarge the video to full screen^^ If you've ever lost a smartphone or dropped your laptop you'll understand the terror of realizing that you haven't backed up your data in a while. So what would you do if your LinkedIn account suddenly vanished because...
Everybody knows you can search LinkedIn to find prospects. I even talked about it in this video. But I bet you didn't know you could search your connections' connections! Let's think about why you would want to do this. If you have a connection who is a...
How would you like to get an inbox full of qualified leads every day? If you're in sales that's exactly what you'd like to happen. This video shows you how to configure LinkedIn as an auto lead generation tool. [bctt tweet="Configure LinkedIn as an auto lead generation...
One of the best ways to build on a sales relationship is to periodically reach out to prospects and clients. If you are really organized (and you still live in the 1970s) you can have your rolodex handy and take some time out of each...
LinkedIn is an incredible source for research material on prospects. But most people only ever take a quick look at a profile page before deciding whether or not to connect. If your goal is to have as many connections as possible - great. But what I suspect most...
A big part of social selling involves listening for trigger events. But if you aren't following companies it's very easy to miss vital information and insights that may lead you to initiate a new sales cycle or advance an existing one. Such events may include: Promotions and New...