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Do you know what social selling is?  It’s a moving target, I’m afraid.  In our current technology-rich world, many times new technology — and the ways we use that technology — out-pace definitions as well as standardized uses of said technology. One modern-day example is text messaging.  My guess is you, like many people, send […]

After reading the insightful article written by Jay McBain in the Channel Executive Magazine, it appears that the traditional “partner-centric ecosystem” sales model is becoming outdated. Today, “there is no account ownership.” Instead, there are “account partnerships.” This means it is imperative that vendors and their channel partners work together as a team, with other […]

Just connecting with the right people on LinkedIn isn’t enough to create meaningful sales conversation. Nurturing your network is foundational to successful social selling, but getting the right balance of outreach (so you don’t seem spammy) is essential. The first thing is to identify who in your 1st-degree connections do you want to engage. From […]

When I talk to most people about LinkedIn, I get a pretty consistent response.  Everyone gives some version of, “I have a profile, but I don’t use it much” or “Why should I be on LinkedIn, I’ve got a job” or “I have no idea how to use it”. There’s a very old saying that […]

In all of the articles I’ve read about using social media in the real estate business – be it residential or commercial – one network that’s not really discussed a lot is LinkedIn. It should be. In fact, it should be a big part of a real estate agent’s or broker’s client acquisition efforts. This […]