Why You Aren't Getting Appointments on LinkedIn
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Mistake No. 1: Asking for Connections First
The most deadly-and common-mistake most reps make comes right at the beginning: asking prospects for connection requests. Being connected is useful for nurturing leads-not effective for earning near-term meetings or starting discussions.
Stop asking for connections as a first step.
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Jeff Molander
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Jeff Molander is the authority on making social media sell. He co-founded what became the Google Affiliate Network and Performics Inc., where he built the sales team. Today, he is the authority on effective prospecting communications techniques as founder of Communications Edge Inc. (formerly Molander & Associates Inc.) He's been in sales for over 2 decades. He is author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You.Jeff is a sales communications coach and creator of the Spark Selling technique—a means to spark more conversations with customers "from cold," speeding them toward qualification.
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