It’s book review time again. Perhaps you’ve heard that sales people have a rant about marketing people (and others) who don’t understand what sales people do. Today’s book is a nice little vaccine against Complete Sales Ignorance.
The Elevator Summary: Most books about selling are of little use in understanding the psychological world of selling. Sandler [...]

Social media is a hybrid venue for B2B marketing. A little bit sales, a little bit brand positioning. A little bit news distribution, a little bit 1-1 conversation.
Outcomes of certain social media tactics can be measured.  But the big difference between social media exposure and traditional brand advertising is the opportunity to build 1/1 relationships [...]

In recent weeks I’ve heard from a range of clients and colleagues (and family and friends),
“What should I do to get value from social media?”
“I don’t get this Twitter thing.”
“I have some connections on LinkedIn but don’t do much with it.”
Etc.
Think of it this way.
How do you meet people today? Introductions from your existing network [...]