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Last week in our podcast we discussed “Integrating Social Media Into Your Sales and Marketing Process.” Today I would like to talk about what a social media roll-out plan could look like for your company or department. If you're a lone ranger, don't worry, this will work for you too. Based upon sections from our book Sociable! here's a 13 point Read More

With thanks to the late Elisabeth Kübler-Ross, I now present my "Five Stages of Grief During New Sales Script Role-Outs." Read More

At times the difference between winning and not is how badly you want the deal. Read More

The author breaks down the elements that help sellers develop trust and credibility with prospects. The point is made that in the absence of those, sellers can not engage in meaningful conversations and a sale will never happen. Read More

There are many macro and micro reasons people buy products and services, but the overarching reason people buy is Read More

A common problem many professional firms face is overly relying on only one approach to business development. They focus all their efforts on word-of-mouth & referrals, or on networking, or on responding to tenders/RFPs. Typically, the basket they keep all their eggs in is the one they are the most comfortable with: it's worked for them before, th Read More

Who is LinkedIn listening to for new ideas? I am still scratching my head over the decision to add subgroups. I think there are so many other group management tools that need to be added before a subgroup option becomes valuable. Here is my list of 6 ways to improve LinkedIn groups! Read More

Selling to executives is not always easy, but is straight forward and rewarding in a number of ways beyond just revenue. Read More

This is a collection of Tweets (posts I put out on twitter via @shanegibson) from the past couple of weeks . They are social media tips under 140 characters in length. (last weeks social media tips can be found here) Some of these tips have been passed on dozens of times but I wanted to make sure they stayed permanently available by posting the Read More

Every can and should help their economic circle, or the price. Read More