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 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…

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…

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…

My client said, “Why can’t I see you.” The reason he couldn’t see me is rather simple. I called him from my cellular phone, and I was driving the through Starbucks. The phone was on the seat next to me. He expected to see me because I…

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…

You’re entitled to your opinions. It’s okay that you have strong political leanings in some direction. You might even believe that it’s your duty and responsibility to share your opinions with the rest of us. But you might do well to consider…

Almost daily I see social media folks with good intentions suggest that cold calling is dead. They (incorrectly) write that selling is dead, that no one likes salespeople, and that even salespeople don’t like being salespeople.

With good hearts,…