The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

by Mark Roberge

Here are some additional tactics with which salespeople can experiment. “Social media presents an opportunity for all salespeople to be perceived as trusted advisors by their buyers. Salespeople should take some time normally spent prospecting and reallocate it to social media participation. The rewards are greater.” Find the people on Twitter that your prospects follow. They may be journalists. They may be thought leaders. They may be executives at companies that complement your offering. Retweet their posts. Many of them will start to follow you. Send them a direct message and introduce yourself. Set up a phone call. Ask how you can help them. Help them. The next time you publish an article, ask if they would mind promoting the content to their network. Only ask for this favor if you feel your content is relevant to their audience. Find the LinkedIn groups in which your prospects are active. Answer questions in the group. Pose your own questions and engage with those who respond. Include links to topical content your company has available. If no group exists, start one. Find the blogs that your prospects read. Read the blogs for 15 minutes every day. Retweet one or two and promote them in your LinkedIn status. Comment on the blog. Make sure your name on the comment links back to your LinkedIn profile or your company. Bloggers love comments. Good ones will respond to you. Comment back to them. The next time you publish something, ask the blogger to promote it. Build a rel...