Since publishing my two free ebooks Cracking the LinkedIn Sales Code and
LinkedIn Sales Secrets Revealed, I get asked tons of question about how to
use LinkedIn best. One of the most contentious issues relates to the use of
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.
And, InsideSales.com reports a 700% increase in response rates when they use
InMail - over sending the exact same message via email. According to them,
it's especially effective with senior executives.
Here are three tips to help you get the best response from LinkedIn Inmail:
1. Message quality is crucial. "Pitch" InMails that hype your products,
services or company never work. Period. So if you're not getting responses,
If you've been involved in B2B sales for more than a few years, you've
probably noticed that things have changed. This pace of change shows no sign
of abating. Customers are more frazzled than ever.
Recently caught up with Nigel Edelshain, the fellow that coined the term
“Sales 2.0" and more recently, "Social Selling." I think his insights on
this topic are highly relevant to salespeople today, which is why I asked him
the questions below.
And, it's also why I suggest you check out his 2-day Social Selling Bootcamp
WHAT'S SOCIAL SELLING?
Jill: What is “Social Selling”... (more)
Did you catch Clint Eastwood’s conversation with an empty chair at the
recent 2012 Republican convention? During his short speech, he talked to an
invisible Obama about what was wrong with American politics.
Within minutes, Twitter was flooded with photos that people took of
themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread
offline as voters around the country proclaimed Monday as “National Empty
Chair Day” instead of “Labor Day.”
The truth is, many people thought that Clint Eastwood was off his rocker when
he gave this rambling speech. He may have been, but tha... (more)
Sometimes you're not always as clear as you can be. That's what Barbara
Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered
when she was pursuing a big opportunity. Even though it cost her the deal,
she learned her lesson.
My team and the prospect's team were sitting in their conference room.
Enthusiasm was high and conversation was coming fast from every corner. They
wanted to know what outcomes they could expect and how we would work with
We talked about our standard implementation for a company like them, and we
talked about some... (more)
Truthfully, it's the last thing in the world I want to do. But when other
so-called sales experts use their colleague's work as their own, it needs to
be addressed. It's wrong to steal.
And, to me is even wronger (if that's a word) to dupe unsuspecting clients
into thinking you're an expert when you're not. They don't deserve that.
Andrew Hunt of InboundSales.net is the most recent plagiarist -- and it's not
his first time. My friend Kristin Zhivago recently found that once again he'd
lifted whole sections of her book, Roadmap to Revenue.
She wrote all about it here: What to Do Wh... (more)