Since publishing my two free ebooks Cracking the LinkedIn Sales Code and LinkedIn Sales Secrets Revealed, I get asked tons of questions about how to use LinkedIn best. One of the most contentious issues relates to the use of InMail. 

Numerous people have written to tell me it's a total waste of time -- that they never get responses from it. Yet, our 2013 survey results showed that top sellers used it nearly 4 times more than all other respondents.

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I used to hate my direct competitors—every last one of them. They were evil. They were after me, trying to steal my best prospects and clients. My guard was up whenever they were around. 

Then one day something changed. I was months into the worst slump of my career. Yes, I said months. The future looked grim; I honestly wasn't sure I was going to make it.

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In our 2013 Sales & LinkedIn Survey, we found out lots of great info on how top sellers are leveraging LinkedIn. One statistic that really stood out was the difference in LinkedIn connections with customers.

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Every once in a while, I come across an article that makes my day. That’s exactly what happened when I read The Rules by Mark Gibson which I’ve included below. They explicitly state how prospects should interact with salespeople. After all, we’re a hard-working bunch and deserve to be treated better than we are!

Personally, I think we should hand these rules out to all our prospects. What do you think?

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Lots of sellers don't realize just what a big impact LinkedIn can have on their personal credibility. In our 2013 Sales & LinkedIn Study, we found that top sellers are doing far more than other salespeople to leverage LinkedIn to help them develop trust and credibility with their prospects and customers.

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Today's post from the Chamber of Commerce features business-growth advice for small companies.

When it comes to the trade shows, Susan Friedmann says that most companies have the wrong attitude.

“Companies, and individual employees, see trade shows as a necessary evil,” Friedmann, better known as The Trade Show Coach, said. “They don’t view a trade show as part of an overall marketing plan.”

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How critical is a website for prospecting? If you're a small business and wondering if it's worth it, let me tell you right now: it is vitally important.

First of all, if a prospect is willing to meet with you, they will check it out. If your website looks dated or cheap, you will lose credibility immediately.

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There are multitudes of ways to answer the question "What do you do?". Your answer has the power to make or break your opportunity with a potential client.

Below are two different elevator speeches I've seen salespeople use: one method repels prospects, while the other entices them.

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Answering the question "What do you do?" seems like it would be easy, but it's more difficult than you think - especially if you haven't put much thought into how you would respond. Here's one common sales pitch example that will send prospects running for the hills.

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The Minimizer

When asked the question “What do you do?” most people minimize their value. Minimizers position themselves by either their title or by their products/services. Their elevator speeches are brief and factual. They really dislike “puffery” and bragging and give the most concise response possible.

Here are some common examples of The Minimizer elevator speech:

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