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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 […]

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 […]

What’s Brand New and What’s Coming with LinkedIn

Recently LinkedIn has been pushing out tons of updates and new features that enhance the social media platform’s functionality and power as a tool for marketing. Are you aware of these LinkedIn marketing enhancers? In this article I will cover all of their recent updates and there’s still more to come. Many of these new features will help you streamline and ramp up your LinkedIn marketing efforts. 8 New Features to Improve Your LinkedIn Marketing 1) Include multiple photos in your social Linkedin status updates Perhaps taking a cue from other popular social media platforms such as Facebook, LinkedIn has now granted users the ability to include more than one photo in your status updates if you’re using an iOS-powered device. This is one of the platform’s many functionality updates since it gave its user interface a major makeover earlier this year. The ability to post multiple photos in a single LinkedIn update makes it easier for you to share event highlights with your professional network. They have also confirmed that the same functionality will soon be available on Android and LinkedIn for desktop. 2) Share a draft of your content before you publish  Another one of LinkedIn’s recent updates […]

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 […]

Networking on LinkedIn: All Work and No Play?

We all know that the LinkedIn was designed for business, but is personal networking on LinkedIn a possibility as well? Have you ever tried maintaining personal relationships — connecting with friends and relatives — on LinkedIn? There is no denying that LinkedIn is an excellent tool when it comes to building business networks and implementing social selling strategies. However, it’s also interesting to look at how well it works as a tool for establishing and nurturing personal relationships. Networking on LinkedIn: Business, Personal or Both? A recently conducted survey among almost 16,000 LinkedIn users across different countries revealed interesting — but not entirely surprising details about its international user base. According to the study, 70% of the respondents said that they applied for a position at businesses they were connected with through LinkedIn; almost half of them said that they don’t have the luxury of time to maintain LinkedIn relationships over a regular basis. Furthermore, 38% of these respondents expressed that they actually have difficulty establishing connections with people. In fact, the very idea itself may sound ridiculous to the social media-savvy business professional: Maintaining a LinkedIn account for keeping in touch with friends? It seems like an ill fit. […]

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 […]

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