18th April 2012

Leverage from Social Networks? Maybe.

Leverage to Engage only. Not to sell.

There is zero long term leverage if you just sell, just push your products, email after email, post after boring post. Your flock, your connections will walk—and away from you. Towards someone who doesn’t annoy them. Your competitor who facilitates their conversations and doesn’t intrude.

Someone who has gathered their VIPs (very important prospects) together in order to engage them. Someone who knows that sales will always come later, when their VIPs are ready to buy. That their business will be top of the prospect’s mind.

So learn from your mistakes (or prevent them) and: Gather, Engage, then Sell.

It’s what our clients in B2B sales have learnt to do, and to gather hundreds, even thousands of their VIPs.


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About James Eastland

Creating Customer Communities for companies selling B2B is my passion—shortening their sales cycle and building market leadership. My role sets the direction and vision of Lead Creation, tapping into the online experience of our large team of young professionals to implement cost effective strategies for B2B businesses.

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