Ian Addison

LinkedIn Navigator is Only a Tool and Does Not Drive Sales & Revenue Opportunities

Think about traditional email campaigns. Before LinkedIn, b2b firms used to buy “lead lists” to get contact info for prospecting. The conversion rate on these lists is less than 1%, which is why most experienced sales managers recommend against them. Now, sales and marketing teams...

Social Selling: The Volume-Based LinkedIn Approach Used By Sales Organizations & LinkedIn Lead Gen...

Many companies have adopted LinkedIn as part of their sales strategy because they see major potential in having direct access to their ideal clients’ decision makers. However, not all companies have seen an immediate return on their investment. I find that this is happening because...

Most LinkedIn Profiles Do Not Build Trust or Support the Sales Cycle

Your prospects don't want to speak to sales people who are only interested in their own pockets. They want to speak to consultants who will provide them industry insight and create opportunities for them to streamline and grow their business. That’s why the top...

The Traditional Sales and Marketing Approach is Leading to Continuous Sales Team Turn Over

I recently spoke to the President of a fleet management firm who relayed that they had turned over sales leadership along with the entire sales force. The comment was that although the team was a bunch of great guys, the 'donuts and pens' approach...

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