SocialTech Tuesday: Content Captures Interest

Unless this is the first post you’ve ever read of mine, you already know that I believe social selling success breaks down into 3 buckets:

  • Strategy
  • Skills
  • Execution

Basically, you need a plan, sales and technology skills, the right technology to support your goals, consistent execution and a commitment to measure and track your results.

With buyers starting the journey without sales people initially, you need a way to create a sense of authority and influence, and anyone who sells anything certainly needs to be visible and easily found.

A cornerstone of your social selling strategy is having great content to share. And your first tip today, is that the content should not always be yours and it most definitely cannot be a sales pitch!

If you work for a company that is sizable enough to have marketers creating content for you to share…awesome. A word of caution though…the content being served up cannot be perceived by your prospects as your own personal love fest. In other words, provide value in the case studies, white papers, video’s, blog posts or recorded webinars. If all you do is talk about what you sell and how great you are, you just missed the entire point of what social selling is all about.

If you have no content to work with here are 15 ways to serve some up:

  1.  Write a blog and/or comment on other top blogs in your industry.
  2. Conduct podcast interviews with industry leaders.
  3. Curate the content from key influencers (not competitors) or websites you like - Forbes, Mashable, TechCrunch, Top Sales World…whoever is important to you in your field… via RSS feeds and using a dashboard tool like Hootsuite.
  4. Follow influencers in your field on Twitter and on LinkedIn. Share their posts.
  5. Reach out to other influencers and ask about guest blogging on their site. If they do podcast or video interviews, ask to be considered for an interview.
  6. Share content from the people you respect and follow on LinkedIn. Use the new mention feature to give them a shout-out.
  7. Conduct a webinar. Deliver your own content or set it up panel style and moderate. Record the session for post follow up and use in sharing content later.
  8. Create a kick-butt presentation and post via Slideshare and then share it with you minions and encourage them to share with theirs.
  9. Curate a newspaper using Add 25 of the top people you like and include their blog posts, tweets, etc. It will post automatically through your Twitter account, and you can also share it with others via email or LinkedIn.
  10. Speak at an event - could be as a featured speaker or a panelist and have it videotaped. Share the video on your LinkedIn profile.
  11. Create a video of your tip of the week. Get really good at it and do it daily.
  12. Host a live tweet chat, capture key points from the discussion and turn that into blog posts, interviews or presentations.
  13. Get to know editors at various online sites who publish blog posts or magazines. Offer to guest write an article.
  14. Host and record a Google hangout session focused on an educational topic that your prospects would be interested in.
  15. Conduct a survey and share the results with prospects and others in your network. For example, I co-authored our Social Media and Sales Quota report, which you can download from our website.

Don’t become overwhelmed with these suggestions, you only need to choose a few of them to get you started!

If you have content to work with that’s cool. Mix in any corporate content that has been created for you and also integrate a few of the suggestions that I’ve shared with you.

Don’t forget that sharing only your content is boring and will appear self-serving. Make the content you share a nice mix of yours and that of others who offer fresh insights and perspectives.

Once you create content, you have to get really good at sharing it. That takes an organized approach and scheduling, which I will talk about next week. Until then, happy selling!


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Make Your Sales Messages RELEVANT!

I was pondering what to write today, but then several spam sales pitches showed up in my inbox, and I thought, perfect.

Look. I get it. You want to sell something. Anything. But slinging hash up against the wall hoping that it will stick is a pretty lousy strategy.

Here is a great example of what NOT to do. I’ve removed the name to protect the clueless, but otherwise, the email is as it came to me with grammar errors and all. My commentary is after the email.

“Hi Barbara,

My name is XYZ, and I’m with XYZ company. Given that companies in the Entertainment industry are constantly hiring and back-filling positions, I thought you would be interested in what we offer. Do you happen to know who evaluates recruiting tools at Talent Builders Inc, if not yourself?

XYZ company has over 10,000 small business customers, many of which are looking for the type of candidates that exist on our site or visit our job board aggregator partners. In short, our software gets your jobs out there, organizes, and speeds up your hiring process. You can be up and running in minutes.


  • Unlimited users
  • Unlimted job posts that syndicate to 20+ top job boards including Indeed, SimplyHired, JuJu and more
  • Automated re-posting to your social media accounts
  • Access to XYZ’s extensive resume database
  • Pre-screening and filtering ability with video, audio, multiple choice and more
  • Interview scheduling and applicant tracking
  • Share application link - for hiring managers
  • Dedicated account support

Largest package is only $99/mo or $800 for the year

Do you or the person who oversees your hiring strategy have 15 minutes next week for a quick call?

Still in the dark? Check out the video on our homepage at

Thanks in advance!
XYZ Sales Rep”

Where do I begin?

At least he got my name right, but the email is one that has never existed, so somebody just tried making it up.

I’m NOT in the Entertainment business. Talent Builders, Inc. is my corporation and we DBA as Social Centered Selling, an LLC that Talent Builders owns. It is not uncommon for someone to think that Talent Builders is in entertainment or recruiting, but we are not.

He gives me all the pricing. Why do I even need to talk to him? I can just simply file this away in the “maybe I will get to it someday”, but then again, probably not.

Do I know who oversees hiring? Of course, I’m the owner.

Still in the dark? Well, actually, I didn’t know that I was in the dark. Thanks for insulting me. But I get it, you want me to do your job for you and go figure out for myself why I should bother spending any time with you.

The problem I have with this email, beyond the fact that it is unsolicited, is that the sales rep is just lazy. I’m guessing his marketing team cued up this email and he just blindly sent it out. Or, maybe he came up with this piece of genius on his own. Whatever the case, it is a classic example of what too many sales people are cranking out there. Why would anyone bother to waste time getting back to you if you send these sorts of messages?

If you want to engage a prospect, and it is important to you that you get a sales appointment, STOP - take 5 minutes to THINK about what you are sending before bothering to hit send.

That is all.


Put the Social into Selling: A Sales Mastery Interview with Ago Cluytens

As I’ve been writing and speaking for the last 7 years about Social Selling and why salespeople need to adapt to changed buyer behavior, it still comes back to one key point:

If you keep trying to sell the way that you’ve always sold, you lose most of the time!

I have a number of kindred spirits who think as I do regarding this changed world of selling, so it was with great delight that I sat down with Ago Cluytens to talk about his views on what salespeople need to do to succeed in today’s complex B2B sales environment.

Ago shared some practical tips that salespeople can put into practical application now. One of my favorites is Ago’s three golden rules for sales success using social channels to sell. It all breaks down to:

  • 40% sharing
  • 40% listening
  • 20% talking

Given that I’m observing a lot of sales (and marketing) people spend 80%-90% of their time talking about themselves and what they want to sell – and I am being kind with my percentages – I want people to take Ago’s advice to heart. Using social channels to crank out generic sales pitches just do more harm than good and people WILL turn you off. Another time, I’ll tell you about the person I had to shut off on Facebook, because I had finally had enough of the constant self-promotion.

Anyway, as I always say, it is great interview with a sales thought leader who has amassed years of experience on both the marketing and sales side of the house. I know that you are going to enjoy my conversation with Ago, as much as I did!

Let me tell you about Ago…

As Practice Director EMEA at RAIN Group, Ago Cluytens specializes in helping clients sell complex, high-end professional, financial, and technology services to senior decision makers and C-level executives in the Fortune 500.

His early track record as a management consultant with “Big 4″ professional services firms Ernst & Young and Arthur Andersen (now Deloitte) made him intimately familiar with “selling to the C-suite.” Spending over a decade as an executive with Fortune 50 financial services firm ING helped Ago develop a unique insider’s perspective of how corporations really buy and make decisions.

As former Global Head of Marketing (CMO) for the Private Banking division, Ago is a former CxO - with a deep understanding of what other CxOs look for when evaluating providers.

He has worked with corporations such as Ernst & Young, Toyota, Telenet, Arthur Andersen, Deloitte, ING, Keytrade, JP Morgan, Accenture, Procter & Gamble and Firmenich, as well as dozens of smaller firms.

Ago is a regular contributor to industry research and a panelist and speaker at conferences hosted by organizations like Brits in Business, Executives International, Wealthbriefing, Dukascopy, Marcus Evans, Terrapinn, and the Financial Times (FT).

And to ensure his insights stay current, he hosts an online TV series called the Coaching Master Series - learn more at

When you listen to my conversation with Ago, you’ll learn:

  • What buyers are really thinking about during the buying process and how they determine who gets the meeting and who doesn’t.
  • How social fits when selling in complex B2B sales situations.
  • Why Ago made the leap to social selling.
  • About several great social selling tools.
  • What a former marketer who has now crossed over into sales has to say about the difference between social selling and social media marketing.
  • Ago’s tips for getting started.

And more…

Enjoy the interview!

Leads, Leads, Leads

Generating leads is a key element to creating a pipeline of sales opportunities that
ultimately results (well, if you do your job well that is) in closed revenue. Without leads there are no sales. Without sales, you don’t have a business.

Buyers start the sales process without your salespeople 70-80% of the time, which makes it clear that today’s buyer has changed. Cold calling and spam emails have diminished in effectiveness, because 92% of buyers say that they merely “hit delete” when the email or call comes from someone that they do not know.

In a Digital Marketing Digest released by Silverpop, they say that “Buyers, fed up with crowded inboxes and irrelevant advertising noise, are shutting out content that isn’t relevant to them and using search and social to control their own buyer journeys.”

When seeking information, buyers today have unprecedented alternatives. The Internet and social networks afford them the freedom to search for options – without salespeople being involved, compare alternatives and ask for recommendations when seeking the products and solutions that will solve their business problems.

What’s a salesperson to do?

If you are looking to engage with prospects in today’s selling environment, you need to do two things: Leverage multiple channels and engage often, as well as answer the core questions that will tell you if you are speaking to a qualified buyer or not.

When you think about a multi- touch, multi-channel approach for prospecting and lead generation to create visibility, demonstrate credibility and provide value – how are you using email, the telephone, webinars, podcasts, curated content, LinkedIn groups, your referral network, Twitter or blogs to reach a broader base? Sales opportunities can flow to you in numerous ways.

And once you have that prospect in your sights, have you answered the core questions that determine if your buyer is truly motivated to buy or just kicking the tires?

If you haven’t answered the questions that follow, you’ll likely end up spinning your wheels:

  • Is there some burning initiative inside the company that is driving this opportunity forward?
  • Have they budgeted for the project?
  • Where are they in the buying cycle?
  • Are you sure they will decide in 30 days and not 3 months or more?
  • How many people will be involved in the decision?

In the end, we all want more leads. Smart sellers will become more creative at generating them and faster at qualifying (or disqualifying) them. Your ability to do both will lead to less time spent with those prospects not ready to buy and more time focused on those that are!

Making Marketing Work: A Sales Mastery Interview with Keith Finger

I recently wrapped another great interview with Marketing Master, Keith Finger. You might be asking yourself why I’m interviewing a marketing guy on my Sales Mastery Series, and it is because of my firm belief that Sales and Marketing must stop taking about how critical it is that they align their business strategies and actually do it.

As Keith told me, it’s not your father’s marketing anymore.  Salespeople often complain about marketing, but the fact is that effective marketing plays an important role in a company’s success.  But companies must understand today’s marketing and the balance of power in the prospect/vendor relationship. During our interview, Keith and I talked how marketing has changed, what that means for salespeople, and things companies should do to improve their marketing function.

Let me tell you about Keith…

He is the founder of TransformCMO, which helps B2B companies that are in a revenue rut unstick what’s stuck and get on the road to revenue generation success.  The firm takes a holistic approach to marketing, looking at all factors within a company and in the marketplace that can affect revenue generation and retention. His work has brought him to around the world, to more than 20 countries in Europe and Asia.

When you listen to the interview, you’ll learn:

  • How Keith defines today’s marketing, because it means lots of different things depending on who you ask.
  • How marketing has changed and why marketers need to adapt like never before.
  • Sales and marketing alignment and bridging the gap that has long existed in many companies.
  • About agile marketing and what that means for your business.
  • What companies can do to improve their marketing to better meet the needs of a changed customer and buying process.

And more…

Enjoy the interview!

How Profitable is Your Selling?: A Sales Mastery Interview with Kenneth Darryl Brown

If you have listened to any of my prior programs, and I hope that you have, the theme of the interviews is pretty straightforward. To help you increase your sales, improve the profitability of those sales and close those sales far more quickly than you are today, I want you to learn from the best in sales and social media, because selling today requires an entirely different approach and new skills are required!

Recently, I talked to Kenneth Darryl Brown who is a master at showing business owners how to be more profitable by increasing sales and maximizing technology to improve productivity and efficiency.  We don’t talk enough about how important the “profitability” of a sale is to a business. The smaller the business, the more important it is to be sure that every business action that you decided to take leads you in the direction of profitable business.

About Kenneth…

Kenneth Darryl Brown is President and CEO of eWeb 2 Sales and Profits, a sales, profit and business development company that shows companies how to leverage the web to increase sales and improve profitability. Kenneth was selected as one of the Top 25 Influential Sales Leaders by InsideView in 2011 and 2012. His show, “The Passionate Entrepreneur “was selected as one of the best podcasts for small business by Anita Campbell’s Small Business Trends for 2010 and 2011.

During my conversation with Kenneth, we talked about:

  • Sales 2.0 and what that means to small business
  • The benefits to entrepreneurs using the web
  • Increasing cash flow, profit margins and profits
  • Improving sales conversion through your website
  • Lead generation approaches that lead to revenue

And more…

It is easy to become excited about winning deals. After all, who doesn’t want revenue flowing in the door? The problem is that if, over time, you are not carefully evaluating whether or not your deals are making your money – that’s what profit is after all – then you could find yourself in trouble down the road. I know you’ll enjoy hearing what Kenneth has to say. As always, please let me know what golden nuggets you picked up and what you’ll do to put them into practical application for your business.


Generating Revenue and Pipeline

Three common sales priorities I hear being discussed among salespeople is the pressure to increase pipeline and revenue, improve their win rates and get deals to close more quickly. To attack the challenge, I believe salespeople really need to focus their attention on finding better qualified prospects and then taking the time to better qualify possible sales opportunities. When sales deals are dragging on or eventually lead to a loss, it often can be attributed to these two things.

Time is a precious commodity that salespeople largely waste.

Let’s start with prospecting. The importance of this one aspect of the sales process cannot be overstated. Even if your company provides leads to you, it is still your job to be on the lookout for new sales opportunities each and every day. Pipeline is what drives revenue and ultimately your commission check. If you have no pipeline, you have a serious problem.

How you network to find more qualified prospects and opportunities is a sales skill that  is really important for you as a salesperson to get right. It isn’t about the number of networking events you attend, it is about the quality of that event and the real potential for meeting a targeted buyer. Why would you go otherwise?

It is time to take a close look at how you network. Are you leveraging social media as part of your mix to get to more of your targeted prospects faster? Buyers start a majority of the buying process without salespeople, so you need to be visible online. If not, you are missing sales opportunities. And what about those in-person events? Think about the recent networking events you invested time in. Did they lead to a measureable sales result?

How well are you qualifying opportunities?

Are you using the face-to-face meeting time to qualify the opportunity instead of using the telephone or other means first? You should only agree to an in-person meeting once you have confirmed that this is a qualified sales opportunity worthy of investing time. Have you answered core questions that determine if your buyer is truly motivated to buy or just kicking the tires? Is there some burning initiative inside the company that is driving this opportunity forward? Have they budgeted for the project? Are you sure they will decide in 30 days and not 3-months or more? A quick phone call can reveal the answers to these questions quickly enabling you to determine whether face time is warranted.

And about that face time.

Are you using in-person meetings to demonstrate your products or talk about your services when there are more cost efficient ways to achieve the same result? Today, you can create and share your product demos on YouTube. Meetings can be hosted using Go-to-Webinar or maintain that face-to-face connection using iMeet from PGi.

If you really are serious about building pipeline and revenue, you need to get serious about making sure that you are strategic about your prospecting and that you have strong qualification skills. Every minute you spend with people who aren’t going to buy quickly is time you could have been spending on the people who can!


Become a Social Selling Rockstar with our new coaching program. A 7-step program, Sales Meets Social Media is aimed at professional sales people. You will take away an understanding of how to use social media correctly and own a social selling process for engaging with buyers at the right time with the right message. Learn More

Do You Have the Inside View?

The debate about whether sales tactics like cold calling are an effective use of time these days will probably wage on for some time. Personally, I don’t get why sales managers and sales people cling to the idea that calling (or emailing) a list of strangers works. If you are keeping up with trends in sales, there are numbers of studies that confirm that buyers will not call back or respond to email from strangers. As colleague Trish Bertuzzi put it, it isn’t the calling that’s the problem, it is the cold.

I started selling professionally about 29 years ago. In the early days, our ability to do research on our prospects was pretty limited. There was no internet to surf, so we turned to libraries. Remember libraries, those brick buildings full of books? I don’t even recall what the books were called anymore but we’d pull these business data books off the shelf to try and dig up as much information as we could before making the call. At least I did. I’ve never been into cold calling and never will be.

Fast forward to 2012.

What information can’t you find in the blink of an eye? This is why I do not understand why more sales people do not leverage information to their advantage. How hard is it to take a few minutes to peruse the website, blog or LinkedIn profile of your prospect before you call them? The answer is that it isn’t. And with business intelligence tools like InsideView, you can uncover even more in-depth intel about the company and the people that you are targeting.

Countless clients tell me that making a shift in their approach has led to significant increases (somewhere around 50-60%) in their ability to secure meetings with their prospects. All they did differently was to approach the call or email from the viewpoint of the prospect. When you focus on what is important to them – and that takes do a wee bit of homework – the sales results improve dramatically.

So, get off the lazy train and start doing a little homework before trying to engage your prospect. The results will speak for themselves. Oh, and you’ll kick your competitors backside in the process.


Know you need to leverage business intelligence but really don’t know how? I can help turn you into an information gathering ninja. Our sales meets social media coaching program will teach you a process you can follow to quickly get at the information that you need. Call me at 404-949-0199 if you’d like to learn more.

A Small Medium Biz Sales Strategy

A few days ago, Dan Greenfield asked for a few of my thoughts regarding what companies selling to small/medium sized businesses need to know. Today, I returned the favor. Big business doesn’t understand the SMB space as you’ll see from reading today’s post.

We are supporting this event later this year in Atlanta. Registration begins in July. Check out  for updates. We will offer an early bird special and discounts for multiple ticket purchases.

1) Dan – you’ve successfully brought your Social Media makeover events to market. What prompted you to want to focus big companies attention on the SMB space with your October 2012 event in Atlanta?

I think there is a real need for the B-2-smb Social Media Conference.It has been my observation that social media teams at the corporate level have succeeded in making brand building, corporate communications and customer support top priorities.

On the other hand, I have talked to many enterprise companies at various stages in launching SMB initiatives, and interestingly, a lot of them have not fully factored the role of social media into the equation.

SMB sales teams in the field often lack the resources, expertise or mandate to tap the power of social media to engage customers where purchase decisions are being made. Meanwhile, data shows that small companies are increasingly relying on social media to aid in making purchasing decisions.

So this conference is a real opportunity to help give sales teams and channels partners the action plans they need to gain a competitive advantage through social media.

2) What is the number one problem that SMB’s have cited about how brands market to them?

A recent Inc Magazine survey revealed that more than half of the small business owners (SBOs) who responded don’t feel that big brands know how to market to them.

Many of these SBOs feel that companies fail to reach them on a personal level, the very level that is the psychological engine, motivation driver and competitive differentiator for this group.

This lack of personal interaction plays right into social media’s strength.

Social media is all about the power of engagement. It’s my belief that social media’s reliance on trust and sharing can help enterprise sales team forge stronger relationships with small companies and ultimately generate more sales.

3) Social media usage is on the rise, but are enterprise organizations using social media effectively to reach SMB’s? If not, why not?

Many of the enterprise organizations that I have spoken to are struggling with their overall SMB strategy, let alone their SMB social media strategy.

Enterprise organizations are entering the second phase of social media adoption. The first phase was using social to build a national, corporate presence. The next wave is to localize social media efforts to reach smaller customers. The problem is that the sale teams servicing local accounts are not prepared to take advantage of these efforts.

The problems vary from company to company, but some issues stand out:  Enterprise organizations:

  • want to manage social media efforts at the top and don’t want to give control of the brand to the local sales team.
  • lack expertise to train local sales teams and channel partners.
  • don’t have the budget to do so.
  • don’t have the culture, systems and people in place to manage the process.
  • don’t understand the extent that social media is being used by their customers and are therefore reluctant to expend resources.

Another challenge is “old school” members of the local sales team are still resistant to social media – skeptical of its usefulness and believing that traditional efforts continue to work just fine. Of course, this will change as a new generation of small business owners and salespeople emerge who are more accustomed to using social media.

4) Are SMB’s using social media to make their purchasing decisions? What are key factors that enterprise marketers need to keep in mind when marketing to the businesses in this space?

While still in its infancy, social media is becoming increasingly more important for SMBs who are understaffed and operate under the mandate of “doing more with less.”

SMB decision-makers are utilizing the social media’s low cost tools and channels to help make purchase decisions – relying on online discussions with peers, customers and key influencers for valuable advice and content.

For future success, sales and marketing teams need to supplement traditional sales channels with social media efforts that include online forums, blogs and discussion groups.

Social media is accelerating the purchase decision making of SMBs and enabling them to purchase more technology faster. The growing level of trust in social media peer groups is now certainly a factor in many B2B business arenas.

AMI Partners found that an estimated 4.8 million SMBs in the U.S. and 76 percent use some form of social media for business use. This represents $180 billion in information technology spend and 48 percent used some form of social media in the purchase decision-making process.

One study I found showed that 41 percent of respondents are more likely to think favorably of vendors who provide business management advice, 39 percent are more likely to visit that vendor’s site, and 32 percent are more likely to do business with that vendor.

Another study found that search engines remain the primary resource for SMBs to find information about products and services. However, once most SMBs have search results in hand, many rely on word-of-mouth referrals when making their purchasing decisions. The main word-of-mouth referrals come from blogs and forums (34 percent) and third-party reviews (35 percent).

All of which leads to a second point: When using these channels, the enterprise organizations need to understand the rules of engagement. The goal is not to sell and advertise; it is to share information and be perceived as a partner trying to help with useful information.

The “non-selling” sales approach is very different, but if done correctly will provide enterprise organizations a new point of entry to prospects.  As you said Barb“, “While it sounds a little counterintuitive, you don’t use these tools to spit out sales spam. That only annoys people and harms you rather than helps you. In this world, you are judged by the value you give before expecting an immediate return. Be relevant and share valuable content related to your industry and people will take notice.”

5) With so many conferences to choose from, especially those that have a social media focus, what is different about The B-2-smb Social Media Conference?

In coming up with the idea for the B-2-smb Social Media Conference, I discovered that there are plenty of events that broadly address the latest and greatest in social media from a technical and marketing perspective. There are also many others that focus on helping small businesses with social media. But I have come across very few that specifically target ways to help the enterprise use social media reach the SMB market.

In many ways, the SMB market is a new frontier. The fruit is higher on the tree, but businesses with fewer than 500 employees make up 99.7 percent of all employer firms. The SMB market provides a great opportunity to those that understand how to engage and sell to it. In time, social media will only continue to grow in influence.

6) Give us a hint…what topics are on the agenda?

The agenda is pretty straightforward and intended to meet two goals:

  • Helping attendees understand how SMBs are using social media to make purchasing decisions (including how they find the right technology solutions and how they identify and interact with online influencers to validate those solutions)
  • Helping attendees increase the impact of their social media efforts to identify leads, engage small and mid-market businesses with relevant information and track and measure results

The morning is devoted to getting into the mindset of a SMB and understanding how enterprise companies are successfully using social media to reach their target customer.

The second half of the day begins by getting down to helping attendees understand how to reach prospects which is your specialty area, Barb. I appreciate your willingness to moderate a panel and share your expertise in social selling.  We will then explore  ways to help the enterprise understand the social media habits of existing customers to reveal what they are doing online and why.  We conclude by building an action plan a successful social media strategy.

7) Who benefits from attending the conference and what are the key learning’s they can expect to take with them at the end of the day?

This conference is ideal for:

Sales and marketing teams and channel partners at mid and enterprise level companies who want to:

  • Better connect with the SMB market via social media
  • Integrate social media into an overall marketing and sales strategy
  • Localize corporate social media efforts
  • Enterprise level companies who want to exhibit their social media thought leadership
  • Consultants and vendors trying to identify and market their social media tools and services to the SMB market
  • Mid-sized businesses that want to make connections with big businesses

8) I know you are looking for sponsors, who in particular will benefit from sponsoring the event?

This conference is a great sponsorship opportunity for:

  • Corporations with social media tools, technologies and platforms that help enterprise-level companies reach and serve the SMB market
  • Vendors, consulting firms or agencies with social media expertise and/or SMB experience that helps enterprise-level companies market to SMBs, manage the process, and measure the results
  • Companies wanting to build your presence in the SMB market
  • Companies wanting to showcase your social media prowess with SMB customers

9) What’s the event date, the cost and how do people register?

Registration begins in July. Check out  for updates. We will offer an early bird special and discounts for multiple ticket purchases.


The producer of the B2SMB Social Media Conference is Dan Greenfield, president of
LISTEN Interactive - a social marketing and PR consultancy. A veteran communications
executive, Greenfield has extensive experience working with corporate and political
leaders, senior management and teams charged with executing strategy and delivering
results in the Internet, telecommunications, environmental and health care fields.

Greenfield is creator of the SMB Social Media Makeover Forum where small businesses
receive expert social media advice from successful brands. Previously he produced a
series of PR+MKTG Camps around the country working with hundreds of PR and
marketing professionals to help them better understand how to market, manage and
measure the social engagement process.

4 Obvious Prospecting Tips for Your LinkedIn Profile

This week I had the opportunity to write a couple of guest posts for the Sales 2.0 Conference blog that offer salespeople tips for ensuring that prospects can easily contact them. The first focused on LinkedIn and the other focused on the things that you can do to enhance your Twitter profile and you can read both of them here on my site also.

Let’s start with LinkedIn…

When was the last time you viewed your social profiles through the eyes of your prospects? Although many salespeople have LinkedIn accounts precisely to network and build referrals, a high percentage of them unwittingly make it difficult for prospects to connect with them.

Buyers are impatient. Make it difficult for them to reach you, and guess what? They move on to your competitor.

If you want to shrink the sales cycle and improve your chances of being contacted by a prospect, here are four things you can do immediately:

1)     Add your phone number to your LinkedIn profile.

Select “Edit Profile” (under the “Profile” tab) and scroll down to the Personal Information section (all the way at the bottom). Although the section is titled “Personal,” add your business phone number and address. Because LinkedIn only makes your phone number visible to first-level connections, I also suggest that you include your phone number in your profile summary and specialties areas.

2)     Include your business email so that your first-level connections have another communication option beyond emailing through the social site.

Remember, not everyone visits LinkedIn on a daily basis.

3)     Set your email settings so that LinkedIn invitations and messages come directly into your email inbox.

View your inbox as your communications hub. Use inbox rules to automatically organize and forward your message to folders you designate for your LinkedIn, Twitter, or Facebook messages. Be careful, though—don’t forget to check those folders regularly.

4)     Download the LinkedIn mobile app so your LinkedIn network is always with you.

This lets you respond quickly to connection requests and incoming messages; it also allows you to reach out to others when you have down time.

By the way, on November 15, I will present “Sales Meets Social: Identifying and Reaching High-Profile Prospects: at the Sales Strategies in a Social & Mobile World Conference. Perhaps I’ll see you there?