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5 Methods to Profit from the Digital Sales Transformation

The buying process has changed over the years, thanks to innovations that make digital sales even more important than ever. The question is, have you begun the journey towards digital sales transformation yourself? And if you haven’t, how can you keep up at this stage of the game? Embrace Social Selling and Improve Digital Sales Strategies Thanks to digital selling, today’s companies must learn to quickly adapt to the rapid-fire changes in the buyer’s journey. One example is how customers are now able to make informed purchasing decisions long before they buy. This is made possible through peer reviews, recommendations, side-by-side product comparisons, and effective content marketing. The traditional methods of direct, in-your-face selling are also becoming obsolete because of todays digital savvy buyers. Salespeople, who are primarily reliant on cold calling, emails, and one-on-one meetings must quickly adapt to the rising trend of social selling. They need to start using social media channels to build stronger connections with their target audience or risk getting left behind. And these changes aren’t going to stop anytime soon. As Gerhard Gshwandtner, founder and CEO of Selling Power Magazine, puts it succinctly: “The changes have gone from ripples to big waves.” Anyone who […]

10 Incredibly Useful LinkedIn Tools for Social Selling

Have you wondered if there is some third-party LinkedIn tools that will help you and save you time? Want to learn more about the most effective tools to use in conjunction with LinkedIn? LinkedIn has many features and functionalities that are constantly changing and adapting to the evolving needs of its user base. However, there are a number of tools that were made specifically to enhance LinkedIn’s built-in functions. Whether your goal is to attract new prospects, create new connections in your industry, or increase the effectiveness and ROI of your social selling strategies, you’ll find that using specialized tools will enhance your results and your overall experience in using the LinkedIn platform. Below is a list of 10 of the most useful tools to enhance your LinkedIn marketing and lead generation efforts. Check out what these tools can do, and why you should be using them right now. (Note: none of these are affiliate links and I do not earn any commissions for recommending these.) 10 Incredible LinkedIn Tools for Social Selling 1. Crystal Exactly what can you do with Crystal? Instead of the typical functions that you would normally expect from a LinkedIn supplementary tool, Crystal actually works […]

How to Use Social Selling to Sky Rocket Sales

Whether you are a sales person, an entrepreneur or a professional responsible for generating sales for your company, you likely understand that sales is a numbers game. It’s likely that part of your day also consists of cold calling. There is only one problem with this interruptive approach to cold calling prospects. These decision makers have already acquired a bias to not dealing with sales people over the phone and tend to do their own research online to solve a problem without the involvement of an external sales person. Imagine for a minute, what your life would be like if you came into work each day and were able to engage, nurture and create opportunities to meet your ideal prospects on your social media networks utilizing a social selling mindset. This way of approaching sales allows for you to become the trusted advisor to your prospects because you are getting involved in the conversation early on when the business is actively looking for a solution online. Social selling is not about using social to sell; it’s about changing our behavior to understand and work with the modern digital buyer. What is Social Selling? Social selling is a sales technique that […]

Introducing the New LinkedIn User Interface [UI Makeover]

Are you feeling overwhelmed with the new LinkedIn user interface (UI)? You may be trying to figure out how to do or access some of the things you are used to on LinkedIn. In this article, I will outline the changes to the new UI so you can become accustomed to what’s changed, what’s lost and what’s still available. While it certainly looks like we lost more than we gained with LinkedIn’s UI makeover, there is still plenty of functionality to help professionals, sales people and marketers to find, connect and build relationships with their ideal clients. If you are comfortable with the user interface and are looking for help to modify or update your lead generation or social selling strategy, keep checking back as I will be covering this soon in a future article. Below you will find my complete breakdown of the new LinkedIn user interface. What’s Changed with LinkedIn’s New User Interface (UI) Home Page While the new home page contains many of the same elements, it has a clean, new (almost Facebook) look. The look of both free and paid accounts is similar with the only difference being the Premium identification at the top of the […]

LinkedIn Membership Levels: Free vs Premium vs Sales Navigator

Over the last couple of weeks, I have received numerous emails and messages asking me questions about the differences between the LinkedIn membership levels, Premium Business Plus and Sales Navigator Professional. In fact, many people currently using Business Premium Plus want to know what benefits are left to having this account level or if they must upgrade to LinkedIn Sales Navigator to be able to accomplish their lead generation and social selling goals. I have put together a breakdown of the different features and tools included in each LinkedIn membership level, the cost and how they can be of benefit to you. Free LinkedIn Membership Let’s start with free LinkedIn accounts, as I have had plenty of questions come in from community members regarding the LinkedIn free membership. With so many important features gone, many are left wondering if LinkedIn is still useful with a free account or if they now need to pay for it to remain worthwhile to invest their time and resources in. With the removal of the Notes & Tags feature and the downgrade of the LinkedIn Advanced Search tool, lead generation has become more work with the free account. Not only must you use outside tools […]

LinkedIn Advanced Search Now Only Available with Sales Navigator [Tutorial]

Have you used LinkedIn’s advanced search to find people and/or companies for lead generation? With LinkedIn’s recent changes they have removed most of the advanced search functionality. This move is essentially forcing those that are using LinkedIn for lead generation to upgrade to Sales Navigator. In this article I am going to provide an in-depth look at how to use LinkedIn Sales Navigator’s Advanced Search as part of your lead generation and social selling process. Many within my community have expressed frustration at having to modify their lead gen process with the recent changes to LinkedIn. I am happy to report that only slightly modifications will be necessary to your existing process if you use Sales Navigator. Because it is a LinkedIn product, it already looks and functions similar to what you are used to. There are also additional benefits to using Sales Navigator as this product is built for the purpose of lead generation. You should be able to create an even more efficient and effective process using it, as you become more familiar and fine tune your process. The biggest downside is the cost. But, depending on what a sale is worth for you, it will be worth […]

LinkedIn Sales Navigator Tutorial

LinkedIn is an amazing tool for lead generation. Unfortunately, with the removal of the Tags & Notes with LinkedIn’s new user interface, this makes the lead generation process less efficient and effective. If you have taken any LinkedIn or social selling training with me, you will know the process I teach relies heavily on this feature to keep you organized and on track with your lead gen. I have spent the last couple of weeks researching alternative options for my community as to replace this lost feature. In my last article, I shared an affordable option to replace the Tags & Notes feature called Dux-Soup. This tool will work best for those who have a limited budget or those who are just starting out. If you have a large account and are doing a serious amount of lead generation on LinkedIn, you will need something a bit more robust. This is where LinkedIn Sales Navigator comes in. You can you import your existing Tags & Notes into the system (although it is not without issue, which I will explain in more detail) and you will also be able to once again do advanced searches. Here is a breakdown of how to […]

LinkedIn Changes Tags & Notes: Here’s Your Alternative

LinkedIn has made some big changes and anyone I have taught how to use it for lead generation will need to make some changes on how to stay organized in their lead gen efforts. You may have already noticed the big warning at the top of the Relationship Tab section, LinkedIn will soon be removing your ability to save tags and notes for each of your connections. Quite frankly this is terrible news. If you are actively using LinkedIn for lead generation, this will severely impair your ability to do so, especially efficiently. I have been researching potential solutions, and while none will be as efficient, effective and affordable as LinkedIn’s own Relationship Tab was, the two options I am going to share will help you to continue your lead generation efforts going forward in the future. In today’s post, I am going to share an affordable and user friendly option, the Chrome plug-in called Dux-Soup. This will work best for those who have a limited budget or those who are just starting out. In my next article I will dive into LinkedIn’s own Sales Navigator. While more costly, this option is ideal for anyone who is doing a serious […]

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