3 Steps for using linkedin to reduce your sales cycle

If you think about it, LinkedIn and Golf have a lot of similarities...

I started learning how to play golf about two years ago, because I found it to be the perfect way to spend time with my man. As a beginner golfer, I pay attention to a lot of the conversations, because honestly, I find them informative and hilarious (We are never too old to giggle when you hear grown men talking about balls).

One thing I’ve noticed is golf and sales have a lot in common. Let me give you an example. When a good golfer arrives at a Par 3 Hole, he will often use his rangefinder to measure the distance to a known point, usually the pin. Once he’s gathered this information, he’ll choose the appropriate club to help ensure he hits the ball far enough or, not too far.

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Categories: Social Selling

How to Generate Leads Using Boolean Searches

Save Time By Using Boolean Searches To Find Your Target Market

A great question that many client's ask me after I deliver a presentation is, “How can I know that the market we serve is on LinkedIn.”

My answer, “You don’t… at least not until you run the right search.”

I show them how to discover whether or not their target market is actually using LinkedIn, and together we explore their market’s activity level. Once they see the data, they’re hooked. The activity level and number of people using LinkedIn is absolutely amazing.


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Categories: Lead Generation

LinkedIn Was Built To Help Your Sales Team Increase Win Rates

Sales reps who leverage social selling in their sales process are 79% more likely to attain their quota

Last week I had the privilege of speaking to a group of sales professionals about securing their LinkedIn privacy, and how they can turn their LinkedIn profile into a revenue producing platform.  

At the end of our meeting, I asked a few probing questions; I wanted to understand how they were using LinkedIn in their business. I listened to their stories, and what I found most interesting is that most sellers know that buyer behavior has changed, and using platforms such as LinkedIn, Twitter or Facebook could definitely help them capture new business; however, they fear “looking stupid” or, another fear I heard was, “What if I use LinkedIn and miss my quota?”

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Categories: Nurturing Leads, blog

A 4-Step Messaging Campaign That You Can Start Using Today

Stay Connected With Buyers Through Messaging

Do you have a cadence for staying connected with your target market? If not, keep reading. I’m going to share a process you can use once you’ve connected with your prospects on LinkedIn.

After you connect with your ideal buyer, it may be safe to assume that they don’t understand the value that you and your company can offer. But, you can’t start selling to a new connection the minute they connect or they will disconnect from you. You need to create some trust, let them know you care and that you want to learn more about their business.


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Categories: Lead Generation, blog