No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Social engagement. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? You bet, and it’s critical to increasing B2B sales effectiveness. Social selling (i.e., Not really.

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Social Selling Cold Calling Social Media Ideal Customer Profile 296

Sales 2.0

AUGUST 17, 2014

” I’m the marketing director here. The content of the webinar seemed very “Sales 2.0″ The webinar promised that these metrics were derived from analyzing thousands of real life sales calls and deriving the best practices. So I emailed this sales rep. “I ” That was the point where he lost me.

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Social Selling Webinar Metrics Follow-up Lead Rank 322

Zoominfo

MARCH 19, 2018

Social selling is a sales technique that leverages social networking sites to identify prospects, build relationships, and ideally, close more deals. Social selling is more than just a hot trend, it’s an essential part of the modern sales process. Top Ten Social Selling Tools: 1.

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Social Selling Tools Lead Rank Lead Scoring 227

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools.

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Top of Funnel Marketing Decision Maker Infusion 335

No More Cold Calling

FEBRUARY 13, 2025

Digital isnt a sales strategy. Marketing isnt a strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

DiscoverOrg Sales

AUGUST 23, 2018

More important: Those 303 hours of social browsing are sales opportunities for you. Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Done right, relationships flourish.

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Social Selling Social Media Media Twitter 192

Sales 2.0

JULY 28, 2018

I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. Social selling: 3 hours to get an appointment. So obviously my axe to grind is that I think social selling is the way to go when prospecting as it’s almost 4 (3.66) times more efficient/faster.

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Social Selling Cold Calling Networking Comparison 186

SBI Growth

DECEMBER 20, 2013

Sales Leaders have experienced a lot change in the past 10 years. Download the tool to learn how to implement each and enable your sales team. Top 10 Sales Innovations. The Tablet: Do you provide content that addresses your buyer’s market problems? Social Selling: Is your profile top tier?

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Hiring Marketing Scale Buyer Persona 314

Vengreso

JANUARY 3, 2025

Social selling has emerged as a game-changing strategy for B2B and B2C sales professionals. Leveraging social media platforms to connect, engage, and convert potential leads has proven not only effective but also essential in modern sales tactics.

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Top of Funnel Social Selling Funnel Social Media 52

Pipeliner

MARCH 18, 2025

In the latest episode of the Expert Inside interview series, John Golden hosts Tim Bradley , the co-founder of Pennant Video to discuss the impact of video content on the mid-funnel marketing process. Conclusion This episode offers valuable insights into how video content can be used effectively in the middle of the marketing funnel.

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Top of Funnel Funnel Video Strategy 99

The Pipeline

MAY 25, 2020

Sales Scrum Podcast Episode #11 – Guest Steve Gielda. Steve Gielda , is the co-founder and CEO of Ignite Selling, and someone I have been looking forward to having on the podcast. Each day I will have a special sales chef sharing their best recipe for a Healy and nutritious approach to filling your pipeline in a post-COVID world.

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Social Selling LinkedIn Energy Enterprise 391

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. They are marketing themselves.

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Top of Funnel Social Selling Funnel Sales Cycle 309

Pipeliner

MARCH 2, 2025

In a recent interview, host John Golden talked with Chris Peer , the founder and CEO of Sinc Show, a top B2B online marketing agency. Chris has over 30 years of experience in marketing, sales, and client communication. He also wrote a book called The Great Eight Pillars: ROI-Driven Marketing for Manufacturing Companies.

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ROI Video Lead Rank Lead Scoring 100

No More Cold Calling

MAY 25, 2017

Account-based sales reps know better than to treat people that way in real life, so why treat people that way on social media? And considering account-based sales is all about relationships, perhaps a different approach is in order. Here’s his take: Social Selling Is About Relationships, Not Broadcasting.

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Account Social Media Social Selling Twitter 288

Sales 2.0

SEPTEMBER 14, 2014

Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. Most startups make their first sales through the founders. In fact when you boil it down they make their first sales through social selling. This is often when the founders call in a “sales professional”. Here’s why.

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Scale Hiring Collateral Social Selling 373

Act!

NOVEMBER 12, 2024

Because they are useful for lead generation and relationship building, social media channels are an indispensable part of any sales strategy for starting and growing a business. But here’s the thing—selling on social media isn’t just about posting engaging and relevant content now and then. What is social selling ?

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Social Selling Social Media Ideal Customer Profile Channels 52

Pipeliner

FEBRUARY 18, 2025

In the latest episode of the Expert Insight Interview, host John Golden engages in a thought-provoking conversation with Kasper , a marketing visionary based in Copenhagen, Denmark. Kasper is the founder of a company that helps brands build in-house marketing capabilities and the author of the bestselling book “Moving In-House.”

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Lead Rank Outsourcing Services Lead Scoring Marketing 95

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 Jorge, I know you are a fan of Sales 2.0 and Social Selling. Nowadays, I can’t even imagine a world without social media, especially for prospecting.

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Hiring Jigsaw Social Media Cold Calling 384

SalesFuel

DECEMBER 4, 2024

To stay competitive, sellers must revisit social selling tips to ensure they are engaging in best practices. And sellers may get lax in how they approach this type of selling. It’s important to remember that social selling is so much more than posting and sharing. “It

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Social Selling Social Media Hiring Trends 52

No More Cold Calling

APRIL 6, 2025

Top sales teams win with referrals. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic.

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Referrals Pipeline Face-to-face GoldMine 177

Hubspot Sales

OCTOBER 14, 2020

For example, you might hear about a company using Instagram to market their products, LinkedIn to share industry expertise and insights, or Facebook Messenger to respond to customer service queries. What is social selling? An important distinction to make here is that social selling is not social media marketing.

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Social Selling Training Social Media How To 137

Sales and Marketing Management

JANUARY 21, 2019

To stay ahead of the competition and thrive, it’s essential to identify and adopt sales techniques that can boost your productivity and results. The front-runners focus on data hygiene and ensuring they have accurate and holistic customer information across sales, marketing and service departments. Automated sales prospecting.

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Trends B2B Social Media Telemarketing 297

The Pipeline

AUGUST 28, 2014

Let’s face it; social media is the future of sales. Actually, it’s the right now of sales, too! Social media is an inescapable force in the lives of billions of people. Are you harnessing its power for your sales initiatives? Using social media to increase your sales reach is a no-brainer.

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Social Media Media Twitter Google 317

SBI Growth

MARCH 15, 2014

You are a progressive Sales VP in a medium size company. Social Selling Sales Leader Prospecting LinkedIn Small Company Sales Leader Resources Advertising and Marketing Social Prospecting' You know how hard it is for your reps to prospect today.

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LinkedIn Account Advertising Advertising 321

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. Now he’s got a new book focused on sales , The New Rules of Sales and Service. Some of these points may seriously imact your sales career. 1. Sales people need to make a choice.

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Lead Rank Cold Calling Lead Scoring eBook 300

The Center for Sales Strategy

APRIL 18, 2022

While the dreaded days of cold calling may be over in the marketing world, it could be said that it merely switched mediums — from the telephone to chat apps. If your idea of 'B2B marketing' is sending unsolicited DMs, is that really any different from cold calling?

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Social Selling Sales Process Cold Calling Social Media 124

Pipeliner

OCTOBER 29, 2024

In the ever-evolving landscape of marketing, the importance of building genuine relationships cannot be overstated. Carter , a seasoned expert in relationship marketing and podcasting. Understanding Relationship Marketing What is Relationship Marketing? Reciprocity Good networkers will naturally reciprocate your efforts.

Video 98

Video Lead Scoring Lead Rank Marketing 98

Pipeliner

JANUARY 29, 2025

In a recent episode of the expert insight interview series, John Golden delves into the transformative world of geofencing advertising with marketing professionals Barbara Wardell and Ernest Kulhari. Sales Perspective and Targeting Leveraging Data for Targeted Advertising From a sales perspective, geofencing offers significant advantages.

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Video Advertising Advertising Marketing 95

Understanding the Sales Force

DECEMBER 3, 2014

When we look at the sales stories of the recent past, the topics that sales experts continue writing about are Social Selling, Inbound Marketing, LinkedIn, Twitter, CRM and Lead Nurturing. I believe that it''s the importance of and ability to sell value. Why, you ask?

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Lead Rank Lead Scoring Top of Funnel Lead Nurturing 299

Zoominfo

MARCH 5, 2018

It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). Consider these statistics ( source ): Only 8% of companies have strong alignment between sales and marketing.

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Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 201

SBI Growth

OCTOBER 3, 2013

As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities.

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Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

Pipeliner

NOVEMBER 24, 2024

The conversation delved into the evolution of sales strategies in response to changing buyer behavior, particularly in the wake of the COVID-19 pandemic and the rise of artificial intelligence. This blog post will break down the key insights and actionable advice shared by Wes, focusing on his five proven steps to making every sale.

Video 116

Video Strategy Top of Funnel Direct Mail 116

The Pipeline

APRIL 7, 2014

Several pundits have presented the argument that we are all sellers and we are always selling, no surprise, selling is part of life and the human experience, right from the guy selling fragments of the big bang, or the serpent selling Eve the apple. This brings with it a host of labels and subsets of sales selling.

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Face-to-face Cold Calling Social Selling Call-back 312

Janek Performance Group

NOVEMBER 8, 2021

Is your LinkedIn social selling strategy based on FOMO (the fear of missing out)? Especially if we are talking about social selling on LinkedIn. We all agree exposure on LinkedIn is important, but there can be a negative impact without a clear social selling strategy.

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Social Selling LinkedIn Guidelines Ideal Customer Profile 117

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. Leverage Automation – The hidden cost of social selling is time, and to a lesser degree content.

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Outsourcing Services Closing Hiring Social Selling 306

Crunchbase

MARCH 17, 2022

B2B marketers are catching up with the B2C space in using social media to drive revenue. They more and more understand that listening to the customer voice across digital channels, including social media and reviews sites, should be a key part of their success. With that in mind, here are four tips for advanced social selling.

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Social Selling B2B Ideal Customer Profile Social Media 129

Zoominfo

NOVEMBER 20, 2018

This multitouch buying experience poses a difficult question for marketers: Which channels actually contribute to an eventual conversion—and how much did each channel contribute? Enter: Marketing attribution. We explain the basics of marketing attribution and explore several popular marketing attribution models.

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236