You’ve been asked for your email — in exchange for valuable content. Checklists, free courses, ebooks, etc. But lately marketers are requiring a business email. Meaning: An email with a corporate URL. Not Yahoo, Gmail, Outlook, etc. No more using “that special” email you use for (what’s expected to be) marketing junk. Is this a best

Reaching out on LinkedIn to earn a sales meeting, job interview or any professional outcome is common. And that’s the problem. Here’s the rub: Since everyone has the same goal, we tend to use the same outreach templates — sourced from blog posts or LinkedIn itself.Result: We blend in with the spammy noise.Earning meetings used to

Your open rate should be zero. Hu? Yes. Because, today, tracking open rates lowers sales outreach email deliverability. Guaranteed. Removing open tracking increases engagement, replies. Don’t believe me? Shut your tracking off — then send!Truth is, there’s no money in your knowing this. That’s why so few discuss it in blogs, on LinkedIn. Not tracking open rate

Social selling is, in practice, social marketing. Look around. Witness teams of sellers pushing content onto LinkedIn. All trying to stay in front of potential clients, convince them of sellers’ thought leadership and pushing insights. But is this an effective way to help buyers get ready to buy? Answer: No.What if not engaging on LinkedIn

You’ve got LinkedIn Sales Navigator seats … reps’ browsers are fired up. They’re sharing valuable insights and racking up Social Selling Index points … showing management they can use LinkedIn. They’re engaging in “social selling.”Full stop: Are they helping buyers buy? If your reps are focusing on…becoming a thought leader,engaging clients with insights, andbuilding trusted, professional

The goal of the modern B2B seller is to get into conversations earlier—help buyers get ready to buy. Consult with clients, become a trusted source of knowledge, support the decision-making process with expert guidance. So why is facilitating buying conversations not a part of your “social selling” program?Why is starting qualified discussions with customers superseded