Category Archives: LinkedIn

January 23rd, 2015

How to Make Referrals a Winning Part of Your Prospecting

referrals

How to Make Referrals a Winning Part of Your Prospecting

Of all of the possible sources of leads, referrals are often the hottest and most desirable. Brokered by someone who knows you first-hand and trusts your work, there’s an implicit recommendation instilled, which carries considerable weight. The problem is that sales reps too often fail to pursue these opportunities.

Here’s a four-step process to bolster your long-term success by getting your sales reps to take a proactive approach to gaining referrals.

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September 16th, 2014

Senior B2B Execs Use Social Selling Tools When Buying and Influencing

social-selling

Senior B2B Execs Use Social Selling Tools When Buying and Influencing — Are Your Sales Reps Part of the Conversation?

Don’t be fooled by age or seniority. Old dogs, who happen to be seasoned, executive-level buyers and influencers, have not only adopted social media but are using it professionally as well as personally.

A white paper from IDC (“Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience” by Kathleen Schaub, IDC, April 2014) provides some eye-opening statistics for skeptics regarding just how much senior executives are using social media in B2B buying and influencing. According to the paper:

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April 4th, 2014

Optimizing Your Time for Less Painful Prospecting Activities

Optimizing Your Time for Less Painful Prospecting Activities

Prospecting is one of those activities that you either love or hate. For most people in sales, it’s unavoidable. Those who hate it generally suffer from “prospecting procrastination,” which is when a person will seek out any kind of busy work in an effort to put off and avoid the dreaded task.

Perhaps it is loathed because it rarely (if ever) yields immediate gratification. Others can’t handle the hang-ups and rejection. Whatever the reason, sales reps must realize the importance of prospecting to building and sustaining a pipeline that will pay off down the road — depending on your sales cycle length.

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March 19th, 2014

Social Selling? Make sure to Ask for Referrals

Social Selling? Make Sure to Ask for Referrals

Using LinkedIn is a great opportunity to network and potentially receive referrals for new prospects or expanding relationships within existing accounts, but not before you get involved. Referrals are about “give to get” and this video blog post, Jim Brodo, Senior Vice President, Marketing, shares some quick steps to take before asking a LinkedIn contact for a referral, including giving recommendations for skills and competencies. Need some more tips? Contact Jim directly at james.brodo@richardson.com

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October 21st, 2013

Social Selling: A Few LinkedIn Best Practices

Social Selling: A Few LinkedIn Best Practices

Over the last few years, LinkedIn has rapidly evolved beyond a professional social networking site. Today, the LinkedIn network is becoming the hub of social selling. It allows members to leverage relationships with clients, participate in customized groups, and collaborate with your marketing team. Join us as Jim Brodo, Senior Vice President, Marketing, offers his executive tips for getting the most out of your LinkedIn membership and how to your social selling efforts.

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May 22nd, 2013

Top 10 Disruptive Sales Technologies

disruptive-sales-technologies

Top 10 Disruptive Sales Technologies

Cloud computing has given us “software as a service,” disrupting the previous business model of selling suites of software to be installed on individual computers or network servers. The cloud has disrupted the market for storage. And if you even remember the once-ubiquitous floppy, is it the 3.5-inch, the older 5.25-inch, or the original 8-inch disk that once littered your desk?

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May 6th, 2013

How to Tailor Insight to Resonate with Your Prospects and Drive Action

selling-with-insights

We live in an age where we are overwhelmed with information. However, changing buyer behavior requires sellers to bring tailored insight to the table to build awareness and credibility and begin to shape the buyer’s concept of what they need and why they need it sooner rather than later.

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April 22nd, 2013

Leveraging Trigger Events to Take the Pain out of Prospecting

trigger-events-for-prospecting

Leveraging Trigger Events to Take the Pain out of Prospecting

In a recent post, I talked about ways to find ideal prospects. Once you’ve identified the profile of your likely buyers, you could start cold calling them to gauge interest and get them on your mailing lists, but that takes time and promises little yield. A more effective approach is to know situations or circumstances that precipitate buying among your current clients and then target ideal prospects in similar straits.

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