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During a “1 on 1”, a sales rep is typically asked about their pipeline, specific pending deals, appointments, etc. Most of these “1 on 1’s” are missing something that’s pretty damn important; Questions about their LinkedIn network! Why? Because there are NO “Gatekeepers” on LinkedIn and yet; Most people don’t do ANYTHING to nurture their … continue reading »

You’ve connected on LinkedIn . . . Now what? What do you say and when should you say it? Oh, and for the gold star, how do you nurture that “connection” into a full fledged client? The short answer is that you need to create a communication plan; Right from the word “Hello” I have … continue reading »

I’m guessing that if I were to ask you “What’s the biggest LinkedIn crime that sales reps commit?”. You’d probably say “Connecting and then immediately going into t a sales pitch” You’d be wrong . . . BIG TIME! While that whole “connect and pitch” thing is a very real problem, it pales in comparison to’; … continue reading »

Want to know the easiest, quickest and most effective way to get around a gatekeeper? Approach a potential client on LinkedIn. Why? Because there aren’t any gatekeepers there! Reason #10,000 why you might want to start putting in a little more time on developing your network. It’s also reason #20,000 why you should join us … continue reading »

For those of you who find that LinkedIn hasn’t been fruitful for you, you’re probably guilty (like I was) of 1 or more of these typical approaches. In this week’s FREE sales lesson, I help you identify these approaches and then offer a few remedies! Download this episode (right click and save) On October 20th, … continue reading »

I’ve been on LinkedIn since 2008, and the sad reality is, pretty much nothing happens after you “connect”. Most people, won’t even send you a “Thanks for the invite” or “Nice to meet you” email. Most people won’t send along a helpful resource and for the kicker; Many are absolutely awful at responding. Am I … continue reading »

By reading this today, you’re participating in an experiment. By putting the phrase “Cold Calling” as the title of today’s blog post, I will at least double my amount of website traffic but; There’s A Much Bigger Point I Want To Make If I had put “LinkedIn”, “Social Selling” or “Social Networking” in the title, … continue reading »

In the 8 years that I’ve been on LinkedIn, I’ve seen (and made) some EPIC mistakes. Here are the top 5 in no particular order . . . Connecting With Someone and Then Doing NOTHING! In the 8 years that I’ve been on LinkedIn, I’ve seen maybe 5% of my network, make any attempt to … continue reading »

Could It Really Be Possible . . . That we can connect with others on LinkedIn, and nurture them into viable sales opportunities, instead of getting stuck in the “friend zone”? Well good luck with that one until . . . You’ve come up with a good plan and by the way . . . … continue reading »

What do you do once you connect with someone on LinkedIn? There are two radical extremes when it comes to LinkedIn and quite frankly, they both suck! Either you do absolutely nothing (and hope somehow, the world will beat a path to your door) or; You launch, immediately into a sales pitch and piss off … continue reading »