Understanding the Sales Force

JANUARY 15, 2018

I also posted a 6-minute cold-calling rant on LinkedIn that had more than five-thousand views after just a couple of days. That article was instantly as popular as any I have ever written. The video, like the article, was about mindset, not scripting and tactics.

Prospecting 90

Prospecting Cold Call Pipeline Sales 90

Martech

MARCH 25, 2024

Maybe somebody published a LinkedIn post or Slack note that says emails have to be in the Primary tab to be seen. Lately, I’ve been feeling as if I’m living in 2013 again. But not because it was such a memorable year. Tabs were a radical concept. That didn’t happen in 2013. It shouldn’t be. We talked about it in 2013.

Promote 83

Promote Campaign Retail Conversion 83

Partners in Excellence

JANUARY 8, 2019

I spend a few minutes looking at conversations on LinkedIn, Twitter, and other sources. You will find that I talked/ranted about the same issues in 2007 that I am currently ranting about. You will find that I talked/ranted about the same issues in 2007 that I am currently ranting about.

Pitch 84

Pitch Up-sell Pipeline Prospecting 84

Partners in Excellence

MARCH 23, 2019

It came, as so many do, disguised as a LinkedIn invitation. Anthony is right, no one needs another random LinkedIn connection. LinkedIn tells me who has looked at my profile, it even tells me some characteristics about anonymous people looking at my profile. With this one, perhaps the biggest learning is how not to do things.

Prospecting 86

Prospecting Networking Trust Sell 86

Partners in Excellence

FEBRUARY 24, 2020

I remember the early days of LinkedIn, where with each connection, they warned you to only connect with people you know well. Today, Linkedin provides daily recommendations of hundreds of people I can connect with. The platforms, themselves, are structured to facilitate making thousands of connections.

Sell 91

Sell Networking Up-sell Meeting 91

Partners in Excellence

MAY 18, 2019

For example, I might look at the connections I have in LinkedIn, being very interested in their content and news streams–learning more about them and learning from them. Probably about 30% of the connection requests I get on LinkedIn, I know are not real people. I tend to post a lot of content on LinkedIn and Twitter.

Networking 83

Networking Government Closing Follow-up 83

Partners in Excellence

AUGUST 23, 2019

” Several weeks ago, I get a LinkedIn Invitation: Dear David, Allow me to ask to be connected with you as I remember that your name and Partners In EXCELLENCE were mentioned during a conversation at the [Organization Name] conference, last December in Berlin. This might also be titled, “How stupid do you think your prospects are?”

Trust 80

Trust Technique Prospecting Networking 80

Partners in Excellence

JULY 24, 2019

Somehow, I appear on many of LinkedIn’s “connect recommendations.” 99% of the invitations I get are from people who have never looked at my LinkedIn profile. They’ve published nothing, they’ve not engaged in conversations, they’ve not even liked anything (LinkedIn shows everyone’s activity.)

Networking 81

Networking Pitch Meeting Up-sell 81

Partners in Excellence

JANUARY 4, 2018

My friend Keenan was on one of his rants on LinkedIn. This particular rant was on really bad prospecting through LinkedIn. It generate a huge amount of conversation (Jim, I would have chosen a different shirt ). I was struck by a number of comments arguing against Jim, basically saying anything goes.

Commission 48

Commission Repeat business Referrals Trust 48

Partners in Excellence

AUGUST 16, 2015

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” ” This rant targeted a self appointed Sales Guru and Sales Trainer who had helped “thousands of sales people” over 15 years. A couple of people commented, “What does perfect prospecting look like?”

Prospecting 93

Prospecting Pitch Campaign Appointment 93

Search Engine Land

JUNE 30, 2023

— Harmony Huskinson (@hhuskins) June 12, 2023 I ran two polls that confirmed the overwhelming experience of Imposter Syndrome – with 85% of Twitter respondents and 97% of LinkedIn respondents saying they experienced it in a digital marketing job. I sit with them, challenge them, and try to write or say the words my feelings deny.

Legal 97

Legal Start-ups Engineering Trust 97

The Sales Hunter

MARCH 6, 2014

Linkedin stinks! Maybe it’s not LinkedIn that stinks, but rather it’s people who use LinkedIn that stink, especially when it comes to prospecting. If I get one more message from somebody via LinkedIn extolling about how wonderful they are at whatever it is they do, I will do something rash. Let me clarify.

Prospecting 88

Prospecting Drivers/motivators Networking Price 88

Search Engine Land

NOVEMBER 23, 2022

After Barry Schwartz shared the news on LinkedIn, a lively debate ensued. While Mueller is usually neutral in his tone this time he came close to a rant on Twitter: . Google’s Search Advocate John Mueller – in a rare case of annoyance – said that any SEO advice mentioning “link juice” is not to be trusted.

Gaming 108

Gaming Engineering Start-ups Technique 108

Partners in Excellence

AUGUST 30, 2014

I wish I was making this stuff up, unfortunately, the incredibly bad practices of too many on LinkedIn are far more intriguing than anything I could make up. This morning, I get two LinkedIn messages from the same individual. Makes me wonder, perhaps LinkedIn should introduce an “Opt-In” capability/requirement for InMail.

Networking 98

Networking Pitch Relationship building Up-sell 98

Partners in Excellence

JULY 23, 2014

Whether it’s an email, a LinkedIn invitation (there are some embarrassing challenges LinkedIn creates in their mobile implementations), or something else; it is inconceivable that anyone is still addressing emails (or snail mail) as “Dear Occupant or Current Resident.” Trust, Deception, LinkedIn A LinkedIn Rant.

Cold Call 101

Cold Call Promote CRM Prospecting 101

Heinz Marketing

FEBRUARY 13, 2023

Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. This week’s show is entitled, “ Edelman and LinkedIn’s 2022 B2B Thought Leadership Impact Report “ and my guest is Ben Laws , EVP & Deputy U.S. We can call you out.

Pipeline 101

Pipeline Sales Pitch B2B 101

Partners in Excellence

JANUARY 22, 2014

LinkedIn has increasingly been a channel for SPAM and other just bad marketing/sales approaches. Apparently, he has delegated his LinkedIn profile and LinkedIn SPAM techniques to Brian. Maybe I should take LinkedIn’s messages about accepting relationships with people you know and trust a little more to heart.

Trust 95

Trust Networking Pitch Referrals 95

Partners in Excellence

JANUARY 2, 2015

Before I go further, I need to offer a disclaimer and apology to a very small number of friends and colleagues who are LinkedIn LIONs. But I will be making some tough statements about LinkedIn LIONs. LinkedIn is tremendously powerful in helping each of us better connect with each other, as well as discover important new contacts.

Networking 93

Networking Contact Trust Start-ups 93

SalesLoft

JANUARY 2, 2020

Art Sobczak’s Smart Calling Blog | How to Tips and Rants on Cold Calling, Inside Sales, Telesales and All Sales Training. LinkedIn Sales Solutions | The LinkedIn Sales Blog is a top resource for sales professionals – learn about social selling, top sales strategies, and Sales Navigator tips and tricks.

Inside sales 52

Inside sales Cold Call Technique B2B 52

Partners in Excellence

OCTOBER 4, 2014

Fortunately, Outlook shows me he’s on LinkedIn, I look at his profile. His LinkedIn Profile is basically a promotion for his book. I’m not a big fan of LinkedIn endorsements, he’s identified a whole bunch of skills, but only has 1 endorsement for sales, he’s a member of 2 groups, and has no recommendations.

Prospecting 96

Prospecting Cold Call Promote Networking 96

Partners in Excellence

OCTOBER 8, 2015

Needless to say, that profile is no longer in LinkedIn. Over time, I’ve become much more careful, primarily because accepting many requests opens a flood gate of unwanted emails, phone calls, and meaningless solicitations. I connect with people: Somehow, I get a lot of requests from “companies.”

Networking 92

Networking Pitch Follow-up Represent 92

Partners in Excellence

FEBRUARY 4, 2019

Let’s conduct a thought experiment. As one might do in experiments, imagine A/B testing. We’ll create an A group and a B group. The people in each group are identical in capabilities, backgrounds, experiences. Both groups are equally skilled and capable. Now we are going to give people a test. It’s around some complex issues.

A/B testing 72

A/B testing Conversion Customers Sales 72

Partners in Excellence

MARCH 20, 2017

There was an interesting comment in one of my latest rants, “God, Save Me From Clueless LinkedIn Prospecting.” ” The reader said, “At least he made an impression you will never forget.” ” He’s absolutely right! The issue is, is it the impression we intended or want?

Appointment 51

Appointment Prospecting Meeting Customers 51

Hubspot

AUGUST 18, 2014

That''s what''s at the heart of this "content strategist" rant for me. My LinkedIn profile even sports the title "content strategist." I''m not ranting against the existence of content strategists. I''m ranting against a perception of the job that could start to taint the title. And that''s what we''ve done. strategize.

Sports 72

Sports Strategize Education Gaming 72

Partners in Excellence

SEPTEMBER 27, 2013

I’m receiving a surprisingly–and disappointing—large number of “unusual” invitations to connect in LinkedIn. Here’s one I’ve had sitting in my Invitation “Inbox” for a couple of days. Become a reseller of our [sales tools] software and process. Call [So and So and his phone number].”

Gaming 92

Gaming Consult Referrals Networking 92

Partners in Excellence

SEPTEMBER 20, 2015

Thankfully, I have LinkedIn and their collective expertise telling me this and giving me the solution—do it their way. I’ve been a LinkedIn user and strong advocate for years. LinkedIn, in it’s wisdom (and possible greed), is on a relentless mission to sever most of those links. Despite many idiots.

Networking 91

Networking CRM Conversion Meeting 91

Partners in Excellence

MAY 9, 2013

Perhaps, some “guru” has just published something about the importance of LinkedIn Recommendations. In some ways, perhaps naively, I view recommendations as one of the last domains of some level of profile integrity in LinkedIn. In the past week, I’ve gotten several requests from people for recommendations.

Networking 95

Networking Trust Referrals Clients 95

Partners in Excellence

DECEMBER 11, 2017

LinkedIn goes further in helping automate our relationships and conversations. LinkedIn goes further in helping automate our relationships and conversations. Rather than looking at individuals, finding people that may be relevant, LinkedIn does all that work for me. “Chatbots” are all the rage right now.

Technology 57

Technology Technology Networking B2B 57

Score More Sales

NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. Dive into LinkedIn and learn how through groups and through seeing what key target companies and individuals are doing can lead your sales team toward more helpful sales messaging.

B2B 91

B2B Pipeline Inside sales Up-sell 91

Score More Sales

AUGUST 28, 2014

I have spent some time ranting a bit about how poor many B2B websites are when it comes to utilizing them on a mobile platform, such as a smart phone or tablet. We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services”.

B2B 85

B2B Represent Inside sales Pipeline 85

Partners in Excellence

AUGUST 24, 2016

A LinkedIn Rant. It seems much of the discussion focuses on building visibility and building broad networks. The trick in sustaining your personal brand isn’t in how big your network is or how visible you are, but rather in delivering on your brand promise. You are trustworthy. You learn from your mistakes and move on.

Territory 49

Territory Networking Meeting Prospecting 49

The Sales Hunter

JANUARY 31, 2012

It’s time for another one of my rants. Does your Linkedin profile appear? My second rant is this: What purpose does leaving your website URL on a voicemail message do for you? Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING.

Cold Call 72

Cold Call Negotiate Price Drivers/motivators 72

Partners in Excellence

SEPTEMBER 27, 2012

Prepare yourself for a rant, it’s been one of those mornings! Then the prospecting emails (directly or through LinkedIn). Visit my LinkedIn profile, by blog, my twitter profile, Facebook, or our website, it’s pretty clear. As a preface, I’m proud of being a sales professional. Why are you calling?”

Manufacturing 86

Manufacturing CRM Consult Prospecting 86

Partners in Excellence

SEPTEMBER 11, 2016

.” For those who follow the blog, you know I go through all sorts of rants or raves about prospecting. Or the barriers to leveraging them get higher and higher. I know right now, someone is innovating a new technology to reach out and connect with people. We don’t stop at one, but we keep repeating, repeating, repeating.

Cold Call 49

Cold Call Prospecting Technology Technology 49

Hubspot

OCTOBER 23, 2012

But you get what you pay for, because the reviews, given on an A-F scale, are typically very well-thought out -- not a lot of that ranting and raving that's more common on free review sites. So let's just assume you're sold on the benefits of having a bunch of people tout how awesome you are on the web. Until today. Dun dun dunnn!!!

Engineering 78

Engineering Niche Start-ups Service 78

Partners in Excellence

SEPTEMBER 4, 2015

Hopefully, there is an enterprising entrepreneur who will read this post and do something about a challenge I have–I think virtually all of us have. It’s the issue of “Who should I be talking to?” At least seven things that I was aware of, no telling the number of things I’m oblivious to). Third, Fourth, Fifth.

Clients 91

Clients Contact Appointment Prospecting 91

SaaStr

NOVEMBER 16, 2022

Well, I liked their LinkedIn. And when I first wrote this on LinkedIn, I got a hundred comments with everyone telling me who their magical sales rep is too. You can watch the full video below, and we’ve included a transcript of the episode. The first half of the session was published in Episode 607. Transcript. Listen to them.

Quota 88

Quota Niche Growth Up-sell 88