Author: Susan Tatum

Why You Can’t Book Sales Calls on LinkedIn

“Social selling” may be one of the biggest buzzwords of the past few years, but I hear from a lot of sales execs who are having a hard time making it work. They’re frustrated to the point of writing LinkedIn off, and that can be a big mistake. I look at the folks who are trying to use LinkedIn but not having success, and I see they’re doing one of two things — they’re running pep rallies or they’re spamming. Here’s what I mean. The LinkedIn pep rally   Pep rallies are all about status updates. You’re posting them....

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Why LinkedIn Should Not Be Part of Your Social Media Program

B2B social media programs are dangerous in the wrong hands. And most of them are in the wrong hands. Having a formal social media program can easily lull you into the false belief that you’re getting the best possible value out of every network. After all, you’re got all those social media icons on your website. You’re publishing updates to your company pages every day, if not more often. You’re promoting your marketing content. You’re driving traffic to your website (although you may have no idea if it’s actually good traffic or not). You’re measuring likes, shares and comments...

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LinkedIn Reconnection Message – Do Not Try This at Work

Lately I’ve been getting a raft of messages from LinkedIn connections wanting to get reacquainted. This is not a bad idea. In fact, your LinkedIn 1st degree network can be a treasure chest of potential clients you’ve allowed to go cold. But most of the messages I’m receiving are destined to be ignored. So many of them are basically identical, I’m quite sure someone(s) is actively heralding this as an effective approach. It’s not. It’s lazy. The reconnection messages I’m referring to look something like this:   I like simplicity just as much as the next busy person, but...

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8 Powerful Secrets To Meeting More New Clients

For today’s professional services firms, new clients are a critical part of meeting business growth objectives, and tapping personal networks is no longer enough. You have to find and woo strangers – get their attention, then their interest, and often educate them a bit – before you ever have a chance for a meeting. In sales and business development, this is called prospecting. It isn’t easy; and it can eat up a lot of time with unproductive activities. Here are 8 secrets, tested over time, that will accelerate your firm’s prospecting efforts and put you in front of the people you want to meet....

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10 Reasons I’m Glad I Read “Predictable Revenue” and You Should Be Too

I wouldn’t normally have read Predictable Revenue by Aaron Ross and Marylou Tyler. If not for my friend Andy Parkinson repeatedly asking for my opinion, I wouldn’t have given it a second thought – mainly because I wrongly assumed a book about the $100 million best practices of a SaaS software company (Salesforce.com) would have little relevance for leaders of professional services firms. I’m happy to report I was wrong. It’s full of good information for anyone who wants to create a high-growth, predictable, new business effort. Here are 10 take-aways that will help you begin to wrap your head around how to...

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About this Blog

Social Matters is written and edited for established B2B professionals who want to use social media to help meet business development objectives, achieve visible thought leadership roles and communicate with clients, customers and other relevant individuals.

There are no short cuts. No gaming of the system. If you want good sound ideas and advice about how to look good, sound good and provide value, you've come to the right place. Welcome!

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