by Bill Mccormick | Oct 23, 2018 | Nurture
With the recent emphasis in the B2B sales world on social selling, some weaknesses in B2B-focused sales organizations are starting to show up. Some sales reps are now receiving training on the platforms and the strategies they need to be a successful social seller....
by Bill Mccormick | Oct 17, 2018 | Nurture
As 67% of business-to-business (B2B) buyers progress through their decision-making process before engaging with a sales rep, you need to grab their attention before you know they even exist. Ideally, your goal is to lead buyers to choose your solution with valuable...
by Bill Mccormick | Oct 9, 2018 | Sales Navigator
For many LinkedIn users I speak with at events, in training and coaching sessions, and even on LinkedIn via messaging or groups, the company’s Sales Navigator offering is a real mystery to them. Generally speaking, about half have heard of it but don’t know what it...
by Bill Mccormick | Sep 25, 2018 | Nurture
A couple of weeks ago I learned about something called the “recency effect.” And after I studied it for a bit, I realized that a lot of what is done in both social selling and sales in general can be tied to it. Here’s the definition: The recency effect is an order of...
by Bill Mccormick | Sep 12, 2018 | Nurture
Most salespeople know what a sales funnel is and how it works. For those outside of sales who don’t, the sales funnel details to the buying process that salespeople and companies lead potential buyers through when selling their products and/or services. We can use the...
by Bill Mccormick | Aug 27, 2018 | Nurture
It’s no secret that using social-selling techniques and strategies with LinkedIn and other social platforms is quickly becoming the norm nowadays in attracting B2B sales prospects. You really can’t get around not using social selling in B2B sales anymore,...
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