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6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

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Employing a 4 x 4 research approach (this is how our team is trained) is to spend a total of four minutes looking at four different data sources: The prospect’s website.

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PowerViews with Koka Sexton: How to Leverage Social Media

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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.

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Sales 2.0 2013 Conference - My Featured Tweets #S20C

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s20c LinkedStrategies: LinkedIn is not all about PR. s20c @ nathankievman 80% of my prospects never looked at my website; they look at my #linkedin profile instead. s20c @ nathankievman 80% of my prospects never looked at my website; they look at my #linkedin profile instead. Day two Sales 2.0

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PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

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Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Click to start video at this point — It’s easy to imagine that Twitter and LinkedIn are the best places to sell yourself, but you should offer to serve others first, Kyle says.

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PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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Click to start at this point — I asked Joanne about what goes into a referral, and she said that knowing someone only through LinkedIn—and never having spoken with them over the phone, much less in person—is not the way to get a good referral. Referrals are the Biggest Competitive Differentiator. And what good is that? Stay Tuned.

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PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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Sales Tools to Leverage LinkedIn. He recommended people look into tools like Ecquire, eGrabber, and SalesLoft, all of which are taking LinkedIn information and importing it into sales tools in structured and meaningful ways. Click to start video at this point — There are so many sales tools available today. Twitter: @velocity_sales.

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PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

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Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. You can connect with Ardath and learn more about Marketing Interactions via the following resources: Website: www.marketinginteractions.com.

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