Personal Networking Tag

VengresoPosts tagged "Personal Networking"

Start Me Up: Getting That Crucial First Appointment

“I know how to sell once I get in front of a prospect, but getting that first appointment is tougher than ever.” I hear this lament from salespeople all the time.

Years of sales experience and thousands of dollars spent on “Miller-Spinner-Solutionized-Centrical” sales training has resulted in many sales reps knowing how to Qualify, Present, Differentiate, Negotiate, and Close sales.

The problem is that it is harder than ever to break through caller ID, voicemail, and the overused but easily deleted email route to reach a new prospect.

The situation is like when the hotel desk clerk gives you directions to your destination., “just get on the 101, head south to I-85, and….” “Hold it”, you interrupt, “can we start with how I get out of the parking lot and get onto the 101?”

4 Choices for Corporate LinkedIn Sales Training

Sales executives at leading B2B companies are recognizing the benefits of a strategic approach to LinkedIn selling skills. With the move toward formal LinkedIn sales training, the question of who should do the training arises. There are four types of choices. Here they are with their Pros and Cons:

1. Internal Marketing: This is often the intern or “young kid” from Marketing who is a Social Media wiz kid. She’ll have a million Facebook fans and Twitter followers and know about all the latest applications. The drawback is that,

Moneyball: LinkedIn Style

So Moneyball got shut out at the 84th Annual Academy Awards (Oscars). No big deal. It is still the most popular movie of the year when it comes to business analogies. Google “Moneyball” and “Business Lessons” and you’ll get 11M results. Here are my three Moneyball lessons that apply to LinkedIn:

1. Metrics Matter. Moneyball was about Oakland A’s GM Billy Beane assembling a competitive team on a small budget. His revolutionary strategy was to employee computer analysis of players’ statistics. The most important stats were

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