7 Ideas About Creating Content

alt text image of the words start being a creator

All content isn’t created equal. The best content is helpful. The worst content is not helpful. You want to produce content that benefits people in some way, whether it is by entertaining them, educating them, persuading them, or inspiring them. The very best content serves the … [Read more...]

What Is Not a Buying Signal

alt text image of a red light

There is a lot of confusion about what is a buying signal and what isn’t. LinkedIn A prospective client accepting your LinkedIn connection request is not a buying signal. The barrier for most people when it comes to accepting connection requests on LinkedIn might be lower … [Read more...]

After Inbound

alt text image of inbound planes

After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what? Do you know how to qualify those leads, ensuring that you are spending your time with the prospects for whom you can … [Read more...]

Social Is One to Many

alt text image of a lock surrounded by keys

Social Media was once called Social Media Marketing because, when marketers grabbed hold of the tools, they recognized them as one to many. The battle over whether or not the tools are for community or marketing can be traced back to 1999, and I offer the best of all evidence, … [Read more...]

The Truth About Social Selling

alt text image of the word truth

The truth about social selling is that there is no such thing. Social selling is really marketing. You don’t use social media to qualify your dream clients. The work you do using the social toolkit is about identifying your dream clients. It’s about listening to your dream … [Read more...]

9 Reasons to Pick Up the Phone

alt text image of a phone with a purple background

There is too much anti-phone sentiment in the world of social media. Social selling is good. But the telephone is better. Here are nine reasons you need to pick up the telephone today. Your emails have gone unanswered. They have gone unanswered, haven’t they? Many of them have … [Read more...]

Own Your Social Platform

alt text image of a platform

I bought the domain name iannarino.com in 1996. I only used it for email. In 2007, when I bought www.thesalesblog.com, I let www.iannarino.com expire, believing that my last name was so unusual, and so difficult to spell, that it was essentially worthless. I had no idea what to … [Read more...]

Social And Selling Without Shame

alt text image of spices for sales in a bazaar

There are some people who believe that selling has no place on social media. They believe that to sell would be unholy, profane, impure. They believe that social is for connecting with other people, for communicating, and for sharing the richness of our lives. But there is no … [Read more...]

Social Media and a Long Trail

alt text image of a long rocky trail

Social media is a very, very long trail. Everything you write, every picture you post, every comment you make lives on the Internet forever. Even if you take down something you have written or posted, someone may have captured a screen shot and saved it for posterity. You don’t … [Read more...]

How to Measure the ROI on Social Selling

alt text image of a measuring tape

Maybe you’re having trouble proving the return on your investment of time and energy in social selling. Let's see how social stacks up. Your ROI on Activities What is your return on investment for sending a thank you card to a prospect that took your call or connected you with … [Read more...]