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PowerViews with Koka Sexton: How to Leverage Social Media

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Leveraging social media is a familiar tactic for individuals. Companies have been a bit slower than individuals in realizing the power of social media. Companies have been a bit slower than individuals in realizing the power of social media. Sales Managers Didn’t Want Their People on Social Media All Day.

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The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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Preparation is about spending 15 minutes to understand what the company offers, its market and the competitive situation, and researching the prospect on social media. I have written that effective lead follow-up involves three components: preparation, communication and execution.

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The 5 Top Media for Cold Prospecting

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Let me go out on a limb and propose the top five media for your lead generation toolkit. From a lead generation perspective, you are getting people who are already looking around for solutions, and your risk is vastly reduced thanks to pay-per-click pricing. There’s a lot of controversy out there on the subject.

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From Chaos to Kickass -  Three steps to optimize sales and marketing results.

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Agree on their market, media and message. These three essentials—market, media and message—need to be posted on every screen and wall in the organization, and if anything changes, consensus needs to be achieved. To learn more, click here. Measure what matters. Deliver fewer, but better, leads to sales.

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PowerViews with Ruth Stevens: The Science (not the art) of Marketing

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Click to start video at this point — Ruth recently collaborated on a study of B2B marketing. Click to start video at this point — In a recent blog post on Biznology, Ruth wrote, “The most reliable and scalable approach for reaching new B2B customers is outbound communications.” Inbound marketing is tough to scale.

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Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

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Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Click to start video at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated.

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PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

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In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. Click to start video at this point —Jill believes in a social surround strategy. Here are some salient points to our conversation.

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