Blog

The conversation around the Modern Buyer and the Modern Seller is a new one and one that has many confused. Sales professionals and trainers alike are taking a stab at various definitions, but few build a complete picture. As a Social Selling trainer, my job is to educate sales and marketing professionals, so I took […]

Do you want to create more conversations with people who author, share and engage on targeted content on LinkedIn? If you’re looking to start conversations with like-minded professionals interested in specific topics, you’ll most likely find them on LinkedIn. But how? Begin by searching for content based on hashtags (#) and keywords. Consider developing a search […]

Are Buyers Finding Your LinkedIn Profile When Searching for Your Products and Services? Getting discovered by your prospective buyer during the research phase of the buyer’s journey is one of the best ways to start a sales conversation. That’s where SEO in your LinkedIn profile becomes important. When you hear “SEO” or “search engine optimization,” […]

Are you looking for a way to learn more about your target audience? Creating buyer personas will reveal vital information about your ideal client—information you can then use to find more prospects just like them. But building your typical buyer persona for marketing and sales is slightly different when you’ll be using it for LinkedIn. The key is […]

Sales Navigator is arguably the most powerful sales tool available – but most teams are underutilizing it. We are seeing only about 20-30% adoption, on average, in our clients, and even many of the power users are not maximizing the incredible potential LinkedIn Sales Navigator offers. Here’s the 7-step process that I implement with my clients […]

Stop the random acts of social selling—Use sales KPIs to measure your team’s success. There’s a lot of truth in the old saying, “You Can’t Manage What You Can’t Measure.” The use of Key Performance Indicators (KPIs) is vital to the success of most sales activities, but especially for LinkedIn. If you aren’t defining and communicating clear […]