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How *Not* to do Social Selling

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.

5 Strategies to Build a Business Case Internally for Sales Enablement

5 Strategies to Build a Business Case Internally for Sales Enablement

Earning executive-level buy-in for sales enablement and sales training is one of the top issues facing sales leaders and sales trainers today. But building your business case doesn’t have to be an impossible task. I’m pleased to have partnered with the Association for Talent Development to provide a series of five strategies you can use to build credibility with the CEO, starting with creating the right culture for sales enablement and sales success.

How to Make Your Sales People Rockstar Sellers

How to Make Your Sales People Rockstar Sellers

The “rockstars” and the “middles” offer your greatest potential for creating a sales force of productive, modern sellers – that are engaged and deliver results. But they can’t do it without your leadership. Providing on-going sales training is proven to deliver a significant return on investment.

[Podcast] How to Elevate Relationships for Sales Results

[Podcast] How to Elevate Relationships for Sales Results

Relationships are key to success in sales. In a new episode of the Sales Evangelist podcast, Donald Kelly and I talk about the importance (and the how) of investing in your people to elevate your sales results. We also share ways that sellers can build strategic relationships with decision makers– and tips that will differentiate you and create sales momentum. Tune in now.

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