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LinkedIn sales navigator best practices 2018

Time to read: 3.5 minutes. LinkedIn Sales Navigator can be a great tool. But if you’re applying what “gurus” claim as best practices you may be starting fewer conversations with prospects. Here’s

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Inside sales: Email templates don’t work

Time to read: 4 minutes. True, we need templates to be effective sellers. But here’s the problem: Nothing screams “impersonal, un-researched email” louder than a standard template. In

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Why your cold email template doesn’t earn response (and fixing it)

Time to read: 3 minutes. Most cold email templates and InMail templates I’ve found don’t work. Here is a fast, painless way to get more sales-focused conversations going using email or LinkedIn

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Does your prospecting email template do this?

Time to read: 2.5 minutes. Is your sales prospecting email template helping the prospect feel an urge to open-up and “just talk?” If not, try it. It works. I’ll give you one of my

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Don’t invest in social selling training without knowing this

Time to read: 3.5 minutes. Jumping-in head first? Beware: Most social selling training investments failed to increase sales in 2015. Let's quickly understand why most small, medium-sized and large

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How to make a sales appointment via email

Time to read: 2.5 minutes. Oddly, the best way to make a sales appointment via email is to avoid asking for it. Seriously. You should too. Instead, help the prospect self-qualify the appointment. Hear

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Can improving your LinkedIn SSI be harmful?

Time to read: 3.5 minutes. Should you improve your LinkedIn Social Selling Index (SSI)? Should you be measuring your sales team's effectiveness using it?I say no. Because a sellers' broad use

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Cold email prospecting: Cutting through the B.S.

Time to read: 3 minutes. The Web is littered with HORRIBLE advice on cold email prospecting tips and strategy. Templates? Even worse. So here’s what I’ve learned works. No theory, just my

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Lead nurturing on LinkedIn: Why it’s not working for you

Time to read: 3 minutes. Sharing valuable content on LinkedIn—wondering where the sales leads are? Don't feel bad. Most sellers are in the same position. A majority are sharing-and-sharing-and-sharing

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How to use Facebook to generate leads

Time to read: 3 minutes. Tired of struggling with how to use Facebook to generate leads? Drive prospects to your page and get them talking about themselves. First, grab customers' attention and "ethically

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