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If you were to ask me to give you one good reason why you should include LinkedIn as part of your prospecting outreach; Depending on my mood, I’d either tell you there WASN’T a good reason so there’d be more for me, or (all sarcasm aside) I’d tell you; Because there AREN’T any “Gatekeepers” on … continue reading »

There’s a question that I’ve been asking now for at least 5 years in all of my Sales Playbook communities and with all of my coaching and training clients as well. The answers I receive are sad but if you’re a “glass half full” type of persona; There’s a huge opportunity! The question I ask … 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 »

I’m going to break I promise I made to myself NEVER to write a post about LinkedIn profiles. My reason for this is that this seems to be a really overdone topic of LinkedIn advice and quite frankly; It doesn’t mean dick if you aren’t interacting but, here’s something the vast majority of your competitors … continue reading »

There’s a feature on LinkedIn that sales people need to pounce on immediately. It’s been around for a while and yet; Most people miss it completely. It’s the “Follow” option and its about to become your new best friend! Let’s say you want to approach John Jones at the ACME Widget Company. I’m hoping as … continue reading »

Something is going to be happening on May 3rd and I wanted to make sure you marked your calendar. It’s our How To Generate MORE Leads Via LinkedIn webinar and; We’re going to discuss: How to IMMEDIATELY increase your phone appointments right from your LinkedIn network. How to create a referral machine . . .Even … continue reading »

Want to know the easiest, quickest and most effective way to get around a gatekeeper? Approach a potential client via LinkedIn. Why? BECAUSE THERE AREN’T ANY “GATEKEEPERS” ON LINKEDIN Now right about now, you get some of the hardcore sales types, getting their panties all in a bunch because they think I’m saying NOT to pick … continue reading »

There are two really important questions that each of us has asked ourselves with regard to LinkedIn; Why should I put in the effort? How do I find the time to make LinkedIn a part of my prospecting plan WITHOUT my other activities suffering? In this week’s episode of The Sales Playbook Podcast, I have … 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 »

Sometimes, in our quest to find the BIG answer to our sales challenges, we miss the obvious ones. If you’d like to generate, at least 3 more phone appointments, each week, do the following; Go to your LinkedIn network, and start alphabetically. Pick at least 3 people that you have never spoken with, that you … continue reading »