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Your market hasn’t got an infinite number of businesses, so you’ll probably find that your best prospects already have someone supplying them with a similar product or service to what you sell.

Where the problem lies is when these prospects have built up a relationship with their current supplier. Whether they are satisfied or even if their current service falls below their expectations it is still a mammoth task to get them to take note of you. The reason many meeting requests are refused is because they have built up these long-term relationships

225 million members. 200 countries. 10 years. LinkedIn has come a long way since its birth back in May 2003. But as a whole, is LinkedIn really that good for sales?

Social selling is quickly taking over and beginning to dominate the sales arena. The traditional methods of cold call and emailing simply don’t work. Relationships are the foundation of selling and LinkedIn is the professional social network that will help you to take advantage of being social.

Trading in people

Contacts are the currency of LinkedIn and connections breed connections

Managing sales. All-important but often overlooked. Yet today, a truly worrying number of sales managers are so used to managing their business on their own that they neglect to put into a place a sales funnel or pipeline.

You must have a sales funnel right? If you are a funnel person, your game is the numbers game. Hitting the phones, making 100 calls to book 10 meetings to close 1 sale. So your funnel would go from 100 to 10 to 1. The law of averages would tell us that the more calls you make, the more sales you close. Sales funnels are often heavily based on activity rates