Koka Sexton

How Social Listening Can Make Your Job Easier

Businesses large and small use Twitter and Facebook to communicate directly with their customers. Social media allows us to announce new products and campaigns and build free brand awareness. However, social media isn't a one way street. Customers can use social media as...

2 Underused B2B Social Selling Strategies

Internet memes have become a huge phenomenon. The Oxford American Dictionary named Gif the 2012 word of the year. Memes and gifs are very easy to consume, take little time to create, and gets shared widely across every type of social network. Creating a...

Twitter Best Practices for Outbound Sales Reps

Everyone is talking about the importance of social networking for better B2B sales, but most approaches look at B2B sales as an organization-wide initiative with direct ROI. As sales reps, do we really care about the ROI of the company Twitter feed if it doesn't...

Snagging Hot Prospects – an Inbound Marketer’s Guide to Getting the Best Leads to...

Companies don't sell products and services to everyone – we all maintain a target audience of ideal customers. The lead qualification process is designed to separate ill-fitting prospects from target customers, and a successful business knows how to spot prospects they can convert into...

The 5 Steps of Developing a Social Business

Although social business is a relatively new aspect in business, it is steadily and successfully being employed across different types of businesses. It has proven to be an effectual business engagement especially to businesses which have many employees and a wide clientele base. The...

#Sales #Productivity – Getting More Bang for Your Buck

While many B2B sales executives do not realize it, sales volume and sales productivity are not the same thing. Without good sales productivity, it can cost a company quite a bit of overhead to make just one sale. However, with good sales...

Using Social Media Well

Whether your goal is to boost sales productivity, increase awareness about a service, or raise funds for a social cause, effective use of social media is critical. Knowing how to engage people is fundamental to social media success. According to Jennifer Aaker, a Stanford professor...

The Main Benefits of Social Business

Social business is a buzzword which is not really clear to most individuals. Contrary to popular belief, social business is not the aspect of business which involves the use of online social networks. It is rather a business strategy which is aimed at effectually...

Do You Follow Up After A Sale? How to Increase Sales Productivity

One of the easiest ways to increase B2B sales productivity is to continue to sell to current customers. This is done by actively creating and nurturing a relationship with them. It takes far less time, energy and money to sell to a current customer...

The Inevitable and Almighty Evolution of Sales

SOURCE: http://www.flickr.com/photos/cushinglibrary/4115001779/sizes/m/in/photostream/ For those keeping track of the sales evolution, there is an underlying aspect of it all that has remained constant throughout history. What is that common, ever evolving element? It is that the business of selling has always been a social business. While…

How to Generate Expert Credibility

In today's hyper-competitive market for products and services, a salesperson can position themselves before they actually meet a client for the first time. This positioning does not involve sales tactics or "breakthrough" methods. It is a matter of presenting one's self as a...

Using Webinars to Build Credibility and #Prospect Lists

Customers in all niches and industries are increasingly resistant to traditional sales messages and advertising. Some of this has to do with the changing nature of communication. As customers and prospects consume more of their information through internet media, their expectation has...

Developing a Unique Selling Proposition [USP]

by deleowned http://instagr.am/p/MvRhQQGNuE/ As a salesperson one of the primary factors that must be settled for you to be most effective is yours or your company's unique selling proposition (USP). The USP is that unique position that you occupy in the minds of both...

How to Communicate Professionally on Sales Calls

As a sales professional, you spend most of your time out in the field, building relationships with potential and current customers to increase your sales. Communication is key in your career; without effective, thoughtful communication, these important relationships can falter. You devise effective sales...

The Financial State of Social CRM

The world of social customer relationship management, or social CRM, has moved from its infancy to a full-fledged money-making industry in the past year. Technology research group Gartner predicts that the industry will be worth $2.1 billion in 2012, a 147 percent increase from...

Old School Sales Through #SocialCrm

Going Old School with New School Techniques <img class="alignnone size-full wp-image-5109" title="vintage-ad-1" src="http://dlqp9ueo19cm0.cloudfront.net/wp-content/uploads/2012/06/vintage-ad-1.jpg?9d7bd4" alt="" width="300" /> Each year, the sales world seemingly is bombarded with the hot new trend, worthy or not. No matter the trend, the basics of sales can't be dropped. The tried…

7 Reasons Why You Should Be More “Social”

Most sales people don't need to be convinced about the benefits of social selling as a sales strategy. However, some entrepreneurs aren't aware of social media at all, or why they should be using it. This is a travesty. Social media should be an integral...

#Knowledge is Power: 5 Reasons You Have to Know More to Grow More

The reasons for knowing customers well in a B2B sales sense should be self-explanatory, but sometimes these reasons become lost among numerous other sales concerns. However, neglecting efforts to get to know customers better can hamper all other marketing strategies. There are five key...

Being Politely Persistent in Sales

In sales, money is made when a salesperson goes beyond the initial cold call. In fact, about 80 percent of all sales are made after five to 12 contacts between the sales person and prospect. The sales person, when pinpointing a potential sale, must...

How to Improve Your Cold Calling Techniques

Cold calling is difficult for many people, even B2B sales professionals. While most people would rather have root canal than make cold calls, others are naturals at it. Although many consider cold calling annoying, and others feel it is ineffective, there is plenty of...

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