CHAPTER 18

Prospecting via Social Media

When doing research for this book and talking with salespeople about problem areas, many questioned me on how to prospect using social media. Salespeople from both large and small companies were quick to describe the various attempts they had made on social media without much success. Many shared stories about buying programs from so-called “social media experts,” only to find they were not helpful at all. Sales managers also were quick to share their frustrations with marketing departments taking money from the sales budgets and spending it to push content and buy clicks as a way to generate leads from social media sites.

The “Experts” Aren’t Experts

With all the confusion, I feel it’s time to get deep ...

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