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CHAPTER 4

MORE THAN LEAD SCRAPING

The Benefits of Un-Selling in Social Media

Lurkers Beware! While you won't see this warning officially posted on Twitter or LinkedIn, or any other social media platform, it has become one of the underlying rules for online prospecting. If you want to use social networking as a sales tool, then you must actively participate in conversations and the exchange of ideas. It may seem an obvious declaration, but you would be surprised to learn how many experienced sales professionals (and marketers!) are content to sit back and silently hover, like vultures patiently eyeing their prey.

To be fair, not all Lurkers are ...

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