ViewPoint

AUGUST 14, 2013

Click to start video at this point —Koka told me that when he first signed up for LinkedIn, social selling didn’t even have a name. For salespeople in particular, LinkedIn allows you to differentiate yourself—not by what’s listed on your resume, but by the people you’re connected to. LinkedIn is more buttoned up.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

MAY 9, 2013

LinkedIn revamps contacts tool to boost relationship management. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MARCH 22, 2018

This blog from Sales Performance International answers the question: “is relationship selling a bad thing? But what companies need to start doing is developing value-based relationships.”. To build value-based relationships, you primarily do two things: Understand the account and the relationships you need to have.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

OCTOBER 31, 2013

Koka Sexton, LinkedIn Peter Bourke, The Complex Sale Lori Richardson, Score More Sales Jamie Turner, The 60 Second Marketer. Koka Sexton, LinkedIn, People Still Buy from People, Regardless of Technology. LinkedIn is more buttoned up. This cross pollination fosters relationships and widens your network.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

APRIL 12, 2013

LinkedIn Adds Facebook-Style Mentions In Status Updates And Home-Page Comments. LinkedIn is adding a Facebook-like feature that allows users to link to connections or companies in the status-update field. When published, that connection or company would be notified they have been mentioned.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

JULY 30, 2013

In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. The next PowerViews will be with Koka Sexton of LinkedIn. That’s right: the more you sell, the less inclined the client is to listen. In reality, the more you sell, the less you win. Stay Tuned.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

MAY 7, 2013

If you do this, you may be hurting your chances of making a future sale and may have missed an opportunity to nurture a relationship over time. Nurturing requires a "one-to-one relationship, not a one-to-many relationship." LinkedIn: Tony Zambito. Coming Soon: www.tonyzambito.com.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

SEPTEMBER 26, 2011

They prefer LinkedIn, a professional network that's all about getting business done. Facebook has about as much in common with LinkedIn as a Hawaiian shirt does with a three-piece suit. Facebook has about as much in common with LinkedIn as a Hawaiian shirt does with a three-piece suit. Here are five tips. Take advantage of FBML.

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

FEBRUARY 26, 2013

Unless both parties approach the interaction with greater awareness—and a willingness to surface their underlying assumptions—the relationship is bound to suffer. Selling depends on relationships, too. They even connect on LinkedIn and follow each other’s Twitter feeds. The days of Glengarry Glen Ross may be over.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

JANUARY 9, 2014

Remember that they''re buying a relationship as much as a product. When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 27, 2011

Scott wins because he is building relationships. LinkedIn is a great platform to use to develop customer advisory councils. Some of the best examples mentioned in this book have to do with subject matter experts becoming celebrities (example: Scott Hanson at Dell). This is a win-win-win situation.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

MARCH 13, 2014

Among the negatives: the on-the-spot feedback that was vital to the relationship between a manager and his reps is now less common. But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. That has pros and cons, Nick said.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

SEPTEMBER 6, 2012

Social Media: Know Where Your Customers Are & Use LinkedIn. She encourages sales reps to focus on LinkedIn, create a strong profile there, and use it regularly to connect and keep up to date with customers and prospects. That can be through any number of channels. It doesn’t have to be through all of them.”.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

MARCH 2, 2011

And who said you cannot use LinkedIn to generate sales leads? “You don’t sell someone something by engagement, conversation and relationship. You create engagement, conversation and relationships by selling them something,” says Bob Hoffman, (“The Ad Contrarian”) CEO, Hoffman Lewis.

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

APRIL 18, 2012

And if the email doesn’t open properly on a mobile device, if it doesn’t render properly, or if the target landing page isn’t mobile friendly, that’s going to impact the relationship. ” Rather marketing needs to be thinking about that relationship much more end-to-end. We talk about sales-driven marketing.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

OCTOBER 11, 2012

He talks about how buyers have more access to more information than ever before, adding, “The buyer has access to your customer base, to my customer base, to my client’s customer base online, through LinkedIn, through Quora, and through social groups. I can collect as much information as possible.”. But it’s a perfect example.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

MAY 2, 2012

Paul believes the “big four” social media sites—Facebook, Twitter, LinkedIn and YouTube—will continue to cement their positions at the top of the social media world as they continue to grow at the expense of smaller operations. Social Media: The Opportunity for a New Relationship Dimension.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

AUGUST 6, 2013

Like family pets, relationships require routine care and feeding. LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. Salespeople often forget to follow up or follow through when they lack a tool that reminds them, Dan says. Connections.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120

ViewPoint

NOVEMBER 20, 2012

Customers are demanding transactional, sort of low value relationships through the Internet. On the other hand, they’re looking for high value-added strategic relationships—very solution-focused relationships—often with the very same vendors.”. LinkedIn Group: Sales Management Association. Stay Tuned.

Process 120

Process Allocation Marketing Management Peer-to-peer 120