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Strategy
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Why Social Media Content Fails

August 7, 2014
The wrong marketing strategy is the biggest threat to a Chief Marketing Officer’ssuccess. A massive gap in market strategy for most companies is quality content. This is particularly true for social media content in a B2B marketing team. Marketing leaders voice...

3 Top Social Media Questions from CEOs

April 26, 2014
We often hear from CEOs that they don’t see the ROI for social media. Many CEOs still question the legitimacy of social media in their space. In case you’re wondering, these people are wrong. I will address three common questions/comments...

Are you in Social Media Denial?

August 29, 2013
As buyers evolve and change, it becomes more important to focus on Buyer Anthropology. That is to say, you need to be a student of buyer trends and influences. What’s the biggest change in human behavior recently? Broadly, we can confidently...

3 Steps to Combining Social Media & Competitive Sales Intelligence

April 20, 2013
As a VP of Sales, what is your biggest fear when it comes to competitors? “Being beaten” should be your answer. You need to maintain a competitive edge over them, or at the very least hold even. As a result,...

How to Uncover Qualified Leads With Smart Social Selling

February 12, 2015
In short, social selling means using social media to interact with prospects. It can be a powerful prospecting methodology for sales teams. Social selling empowers sales reps to guide better-qualified opportunities directly into the funnel. Social selling reduces a sales team’s...

How To Get Board Buy-in On Social Selling

June 9, 2014
According to Spencer Stuart, the average age of a board member in corporate America is 63. This is an increase over the past. In 2008 the average age was 61. In 2004 it was 60. What does this mean for...

Gain an Innovative Advantage Using Social Sharing

November 18, 2013
t seems the only way to win a deal is on price. Ideas can run together and sound the same. When you present a solution you need competitive differentiation. You want your Buyers to say “I’ve never thought of that”...

How to Become a Social Executive

September 28, 2013
In addition, 45% of all LinkedIn users can make a business decision. As a leader of the organization why not live where your buyers live? In this post, we will talk about why CEO’s do not have a presence on LinkedIn;...

Social Selling Pests – Avoid the LinkedIn InMail of Shame

September 8, 2013
In 2013, leveraging social selling & prospecting has become mission critical. Your business development teams are using LinkedIn and you’ve equipped them with the best social selling tools. To be effective, carefully consider how you drive social media through the...

6 Top Reasons Sales Leaders are Scared of Social Selling

July 28, 2013
You are the SVP of Sales at your company. Consider this scenario: you need a new personal financial advisor. After much frustration you’ve decided your current guy is costing you money. What do you do? Go to a website? No...
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