FREE MASTERCLASS
Join #1 bestselling author of The LinkedIn Code for a free training on "Cracking The LinkedIn Code"
register for our free webinar

How to Increase Your Social Proof to Attract More Customers

If you are like a lot of business owners, professionals and entrepreneurs, you may have heard the term social proof thrown around and used like any of the latest trendy business terms. But I can assure you, social proof is no synergy, paradigm-shift or growth hacking. Social proof is a more inclusive and comprehensive name for a very old marketing concept. One that has been influencing customers since there were businesses to buy from. At its core, social proof is word of mouth advertising in today’s digital market place. Why Social Proof Is So Important Social proof is one of the key influencers that people use when making a decision who to do business with. People look to what others have done when making a decision and that’s why reviews, testimonials and endorsements have been so powerful for businesses. The Social Proof Theory, which I explored in the psychology behind social media engagement, states that: “A person who does not know what the proper behavior for a certain situation is, will look to other people to imitate what they are doing and to provide guidance for their actions.” In simpler terms, social proof helps us make decisions when we are […]

Six Stages to Sales and Marketing Alignment (Framework)

Gone are the days where sales and marketing departments work in silos. In order to attract today’s modern buyer, there needs to be sales and marketing alignment. Today’s digital B2B landscape requires a strategic and collaborative approach to sales and marketing, to grow the sales pipeline. In any kind of collaborative effort, there’s bound to be conflict, or at least some form of disagreement. But if both teams are unable to establish common ground and goals, then collaboration will be impossible. Alignment between sales and marketing is necessary for the success of both initiatives. Neither team can create a significant impact on the buyer’s journey without first establishing how to combine their efforts. Why sales and marketing alignment matters The importance of sales and marketing alignment simply can’t be overstated. When these two work in concert, the results can be amazing. It boosts financial performance, improves the customer’s buying experience and can improve your company’s internal culture. But when these two areas of a business are not in alignment, and in some cases at odds working against each other, the results can be equally disastrous for a company’s bottom line. From working together in composing an overall strategy, to setting […]

The Small Business Guide to Facebook Video Marketing

Love Facebook or hate it, you’ve got to admit it, Facebook’s video marketing capacities offer a much-needed boost to the small business owner looking to get the most out of their marketing budget. Blending (almost) seamlessly into the newsfeed of your carefully chosen demographic, you can convey your message and gain traction with low-cost home-made videos. However, there are several nuances of which to be aware before you leap into Facebook video marketing to make the most of this contemporary opportunity. This small business guide for Facebook video marketing covers the key points for creating videos that will produce results. Key Points To Consider When Using Facebook Video Marketing. Brevity is a virtue The traditional TV commercial usually lasts less than 30 seconds. Facebook, captures the attention of the viewed you can make it longer than 30 seconds. But any more than two minutes, and you’re likely to lose them. YouTube is a sin There are many benefits of YouTube marketing but link your video from YouTube to Facebook and you are likely to see distinctly less views than if you upload it directly to Facebook as a native video. No sales pitches Instead of creating a commercial, try to […]

Content Marketing Roadmap: The B2B Buyer’s Journey

I am sure you’ve heard this a million times. Content is king. Most businesses have realized the importance of having content at the core of their business. Content marketing is not a fad, it’s here to stay. The internet and social networks have completely changed the sales process. The modern buyer has access to more information than ever before. For example: 90% of customer buying decisions start online (Forrester) 75% of B2B buyers use social media to research vendors (IDC) As a consequence, companies need to provide helpful online content and information, to build trust and credibility and to become a part of the buyer’s journey in selecting a product or service. This approach is frequently referred to as social selling and it doesn’t work without a healthy dose of content marketing. In both B2B and B2C, buyers prefer getting all the information they need to make an educated decision. If this is the case, how can businesses and marketers such as yourself provide just the right kind of support they need, without being too salesy? The answer lies in a simple C-word: Content. The crucial role of content marketing in B2B With high-quality and informative content, today’s careful and […]

The Ultimate Guide to LinkedIn Profile Optimization

What if I told you that your LinkedIn profile is quite often MORE important than your website? Would you think I was crazy? Here’s why I believe this. What’s the first thing someone does if they want to learn more about you? They Google your name. Your LinkedIn profile will almost always show up within the top three positions in the search results, and it’s often the first place they’ll click to learn more about you. What kind of “first impression” are you currently making in representing your personal brand? For professionals, LinkedIn is king. The top-of-mind social media platform for businesses, employees, and professional service providers, LinkedIn plays a vital role in connecting the world’s vast business network, allowing them to meet, greet, and get the chance to work with one another. Given all of that information, if you’re still not making the most out of your LinkedIn profile to further boost your professional and personal brand, the biggest question that you’d have to answer is… why haven’t you? Why LinkedIn profile optimization matters – and how to do it well LinkedIn profile optimization simply means that your LinkedIn profile is fully updated to maximize your visibility by your […]

How to Create a LinkedIn Lead Generation System

As far as social networks go, LinkedIn is in a class of its own – Facebook and Twitter have nothing on LinkedIn. In fact, according to Hubspot, LinkedIn is 277% more effective for lead generation than Facebook or Twitter. Now you may already know that LinkedIn is the “go to” platform for B2B lead generation and social selling, but perhaps it just hasn’t been working as effectively as it could for you, as you’re likely missing the right overall strategy. This is why the LinkedIn Domination method that I’ve developed works so well. In fact, it’s working so well that my company is booked out 6-8 weeks in advance and my clients enjoy a consistent sales pipeline that allows them to meet and exceed their revenue goals. In this article, I’ll walk you through the structure and strategy we use so you can see what you need to have the same kind of success using LinkedIn for lead generation. Remember, the ideal system is one that can produce repeatable and predictable results. This is LinkedIn Domination Framework that we use and I want to share with you exactly how and why it works LinkedIn Domination: An effective digital sales strategy […]

Is Ethical Marketing Extinct?

Have you ever used a digital marketing tactic that ultimately made you feel a twinge of guilt, or at the very least made you question whether it was ethical? Guilt, of course, implies that you are aware of right and wrong, and how that translates into marketing. This falls under what we call ethical marketing — and for something as easy to explain as this, it may be quite challenging to consistently implement. The Financial Times Lexicon defines ethical marketing as such: “Ethical marketing is a process through which companies generate customer interest in products/services, build strong customer interest/relationships, and create value for all stakeholders by incorporating social and environmental considerations in products and promotions. All aspects of marketing are considered, from sales techniques to business communication and business development.” The root of the word “ethical marketing,” naturally, is ethics. The word itself comes from the Greek word ethikos, which means “habit” or “custom.” Through ethics, we are able to clearly define (and draw a line between) what is right and what is wrong. Marketing, of course, is no exception. By now, you’re probably familiar with the concept of social selling, and you are aware that relationship-building and establishing trust […]

The Psychology Behind Social Media Engagement

Ask any seasoned marketer, and they’d agree: Understanding your customers is largely dependent on understanding how they think. Your digital marketing strategy should be guided by your answers to certain questions. What do your target customers need? What do they want? And what can you do to influence their decision-making process? Take social media engagement, for example. The importance and impact of social media on any business’s overall marketing strategy has been discussed ad nauseam, both here and all over the internet. At nearly every speaking engagement I’ve been invited to, I had to discuss how being on social media can benefit brands and businesses. Chief among these is the level of engagement you get, which is basically how involved your fans and followers are with you on social media. Social media engagement may come in the form of click-activated reactions (such as the Facebook like button), shares (retweets on Twitter, regrams on Instagram, and so on), and responses (comments on your LinkedIn status updates, for example). However, while it’s natural for engagement to be expected on social media, the level of engagement tends to vary based on a number of factors that may or may not be within your […]

The State of Sales 2017 (Report Findings)

LinkedIn recently release a report on The State of Sales 2017 and only affirms what I have been advocating for quite some time already: That, far from being resistant to new methods, more organizations have actually embraced sales technology, allowing it to become deeply embedded in their day-to-day operations. In this technology-driven world, this finding is hardly surprising. Interestingly, I find myself repeating this at every speaking engagement, and I’ll probably never get tired of saying it: It’s time that we realized just how ingrained digital selling has become in our society. But what do the numbers from the latest LinkedIn report actually say about the state of digital sales in 2017? And what should your next course of action be if you want to take advantage of this shift in selling and technology? In this article, I’ll examine the data that The State of Sales 2017 report presents, share my own insights and experiences about each point, and hopefully be of help to you in absorbing what all of this really means for your business. Digital sales and the tech-driven shift The LinkedIn report starts with a pretty bold (but unsurprising) claim. Based on their findings, over 91% of […]

How Sharing Content Gets You More Visibility and Sales

I’m sure you’ve often heard, content is king. But does that mean that you have to write everything you share? There isn’t enough hours in the day for that! Content marketing’s role in the continued growth and development of your business cannot be overstated. However, unless you are running a news agency, it is unreasonable to expect that you would be producing nearly all of the content you share on a daily basis. Doing that would not be productive in the greater scheme of things (as it would prevent you from focusing on other critical parts of your operations). It would also be unrealistic to assume that this can even be done in the first place. Lastly, because creating original content 100% of the time is likely to make you stick to the same, tried and tested types and methods, it creates a bubble that stops you from seeing what other kinds of content you should be producing for your audience. This is where content curation comes in. Simply put, content curation involves going through relevant content online that would be of interest to your target audience, then making a list of items and corresponding links that you can share […]

Pin It on Pinterest