Category Archives: social media

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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March 20th, 2013

2013 Social Media in Sales Survey

social-media-selling

Social Media in Sales: What’s Being Used and With What Success?

Social media sites have become a pervasive part of our society, in both our personal and professional lives. It’s nearly impossible to remain truly disconnected and off the grid.

According to Facebook, there were more than a billion active users of the social networking platform in December 2012. (For context, if recent estimates are close, there are now over seven billion people on the planet.) Granted, those Facebook accounts are both individual and organizational, but the keyword in the stat isn’t the number as much as the word “active.”

Then there’s LinkedIn, Twitter, YouTube, Google+, Pinterest, and a host of other sites and platforms to draw your attention. Some people try to compartmentalize their social networking by using LinkedIn for business and Facebook for personal, but those lines are increasingly blurred. (Are your LinkedIn connections only colleagues, or are you also connected to people such as friends, relatives, neighbors, and college classmates with whom you’ve never actually worked?)

LinkedIn’s foundation is an online resumé for users, but its power is in facilitating dialogue with your network as well as in groups where you can follow trends, research companies, make thoughtful comments, and build your reputation. However, too many people neglect to engage and miss the opportunity.

We were curious as to the impact of social media among sales reps. To find out, we conducted a survey to learn » Continue Reading.

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March 11th, 2013

Essential Social Media Issues Companies in Financial Services and Regulated Industries Must Consider

Few people need to be convinced of the prevalence of social media and the opportunity it presents to connect with and open a dialogue with friends — or in the case of businesses, buyers and influencers. What is less certain, however, is how some industries — especially those that are strictly regulated — can go about adopting and deploying a social media strategy.

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March 1st, 2013

12 Social Media Selling Activities That Drive New Business & Grow Accounts

social media selling techniques that work

Richardson recently conducted an extensive survey of over 500 sales reps to learn more about their social media selling practices and their perceived effectiveness. The results so far, which we are still in the process of analyzing and which we’ll release in early March, have been shocking. In spite of all the hype over social media and social media selling, organizations and sales reps are really struggling to deliver value from social media selling activities.

Allow us to share some quick wins to help you or your sales reps get on track to executing the basics well. Even if you’re a technology laggard and a latecomer to the social media selling game, below are 12 easy, but very high-impact social media activities to support new business development and strategic account management activities.

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December 19th, 2012

Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

Sales force effectiveness

Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

(Part 1 of 2)

What’s happening in the marketplace, and how can your company take advantage of it? Technology continues to evolve rapidly, and demographic shifts among your employees and clients are changing buying and selling behaviors and preferences. Many of these innovations impact the areas of sales force effectiveness  and learning and development (L&D).

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