On Recognizing Bad Advice on the Internet

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The Internet is the world’s largest and most complete advice column ever assembled. Anyone and everyone has the power to offer you their advice on any number of topics, regardless of whether or not their advice is sound. This means you will find good advice, bad advice, and … [Read more...]

Social Is One to Many

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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

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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

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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...]

The Last Word On Cold Calling Versus Social Media

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I believe in social selling. I believe that the tool kit that is social media has made the world much smaller, has given us an easier way to learn about our clients, and has provided a much easier way to both connect and nurture relationships. I have won major accounts with … [Read more...]

Episode 32 – Duct Tape Selling with John Jantsch

It’s remarkable that John Jantsch and I had never been introduced to each other before now. Everyone knows John and his work helping small businesses at Duct Tape Marketing. Huffington Post calls him one of the top 100 people to follow on Twitter, and Forbes calls his site one of … [Read more...]

Social And Selling Without Shame

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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

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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

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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...]

The Tools Are Amplifiers

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Why do the fundamentals of good selling come before social tools and social selling? Because the new tools are amplifiers. They amplify what you already are. If you’re a pitch machine, always pushing how wonderful your product, your service, or your solution is, the new tools … [Read more...]