Category: Uncategorized

How do you become and remain relevant to your potential clients? You understand them BETTER than anyone else but; Many a sales rep doesn’t think about this often enough. So let’s change that by answering the following questions; What are the questions you are asked most frequently about your product, service? What are the questions they … continue reading »

Back 2008 I decided to do something that took me way outside my comfort zone! I decided to start actually utilizing LinkedIn. This was after I had quit the site because I didn’t see the point. But then I decided to return because I wanted to write a book and thought it might help but; I … continue reading »

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 »