Blog
Strategic Relationships and Social Capital in Times of Crisis
The disruption caused by the coronavirus is profound and far reaching. Effects may vary a bit by industry or location. But one thing we’re all experiencing together is the challenge –and opportunity– of staying connected. It is a reminder that we’re all...
Video: Social Goal Setting Strategies for Modern Sellers
We’re delving into how modern sellers are social. And today’s video looks at goal setting in that context. Goal setting is part of the Social Framework that I introduced in my book, The Modern Seller.. Social goals have an element that makes them stand...
Video: Social Capital A Mindset for Sales Success
In previous videos, I covered sales agility and entrepreneurial selling. Now, let’s delve into how modern sellers are social. What is social capital? While you won’t find it on a balance sheet, social capital is every bit as critical to organizational and...
How *Not* to do Social Selling
LinkedIn can be a powerful social selling tool. But as Uncle Ben said to Peter Parker in Spider-Man, “With great power comes great responsibility.”
When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. These tools are very effective for background research and opening doors for that next step in a conversation IF they are used effectively. When done wrong, this outreach can very quickly shut down a conversation and a potential relationship.
Not long ago, I received a message that I’d file under the social selling “done wrong” category. On the blog this week, I take a look at the message and share tips for how you can be sure to not make the same mistakes.
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