When you know how to use LinkedIn, it becomes a powerful sales and lead generation tool. Listen as social selling Kevin Knebl explains how to use the social media network to prospect for new customers, as well as attract buyers to you.

Direct download: LinkedIn_for_Sales_Knebl.mp3
Category:podcasts -- posted at: 7:00am EST

When you are a widely known expert on a topic, your and your firm's opportunities increase. What was once a passion of yours becomes highly sought-after expertise that people are willing to pay high fees for. To get to that level, though, you have to increase your visibility. Listen as Lee Frederiksen, co-author of The Visible Expert, explains the qualities of visible experts and the process to become a visible expert.

Direct download: Visible_Expert_Frederiksen.mp3
Category:podcasts -- posted at: 7:00am EST

Government contracts: it's great work if you can get it, many contracting firms say. It's the getting it that can be challenging, for often agencies stick with their preferred vendors. Listen as David Frazier, author of A Survival Guide for Government Contractors, discusses how to get initial government contracts and the pros and cons of doing contract work for the government.

Direct download: Winning_Government_Contracts_Frazier.mp3
Category:podcasts -- posted at: 7:00am EST

Recording of Scott Armstrong's Oct. 9, 2014, RainToday webinar.

Direct download: 100914_Armstrong_webinar_audio.mp3
Category:general -- posted at: 4:19pm EST

Thanks to the Internet, buyers are more informed than ever when they go to make a purchase. It's tempting, therefore, for salespeople to go for the quick sale when customers call. After all, they've already done the research and they're ready to buy. There are repercussions to going after the quick sale, though. Listen as Mark Hunter, co-author of Advisor Selling, explains what they are and why B2B salespeople should consider following an advisory selling approach.

Direct download: Advisor_Selling_Hunter.mp3
Category:podcasts -- posted at: 7:00am EST



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