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It’s perhaps the single most awkward of all social media notifications: “I’d like to add you to my professional network on LinkedIn.” Ouch. For anyone who’s somehow not familiar with this phrase, it’s the standard auto-generated message when you send an invitation to connect on the business networking site. For many, its impersonal matter-of-factness rings like the…

Jim Rohn knew a thing or two about sales. The man Success magazine calls “America’s foremost business philospher”, he sold his way to the top with recruitment programmes, books, seminars and motivational talks. Interestingly, he’s a man that’s often cited by business leaders as an early source of inspiration, so when Jim Rohn says that there’s a…

Opening a Twitter account with the express purpose of hunting down high value sales leads could be a slow and painful experience. However, irrespective of your type of business or market size, Twitter represents an indispensable communication tool, choc-full of customer engagement opportunities on what is, after all, the world’s largest public social network. The…

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The shift from ‘outbound’ to ‘inbound’ sales leads has heralded a dramatic change in the way leads should be managed. In their excitement at having generated hundreds of even thousands of sales leads based on inquiries, marketing teams are sometimes guilty of handing leads over in bulk, when the reality is that perhaps only 5-10%…

Like most busy days, the sales process starts with a long list of things to do. There’s no getting away from it. In the words of Estée Lauder, one of TIME magazine’s 20 most influential business geniuses of the 20th Century, “I have never worked a day in my life without selling. If I believe…

The last thing a good salesman on the lookout for leads wants is volume. What he wants instead is quality and insight, so that both his conversations and the sales process as a whole become more natural and efficient. The best channels for generating sales leads are always the closest to home. Work Hard At…

When it comes to Online Marketing, most people don’t have a clue what they are talking about – least of all me, but we’ll circle back to that later.  If you see “Experienced Marketer” in a LinkedIn profile, you should raise a red flag. If you see an Ivy League degree or an MBA, you…

Sometimes in the cut and thrust of high-velocity sales and marketing environments there’s no time for a breather. You’re overwhelmed with chasing leads and ticking boxes, so it can be easy to overlook less obvious opportunities; opportunities that can be set to autopilot. That’s right, play these cards right and you could bring sales leads…