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The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads by Tom Martin

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6. Social Agents

There are two kinds of people in digital networking: social agents and prospects. You’ve probably already figured out what prospects are, but maybe you’re wondering what agents—especially social agents—have to do with growing your business. Social agents are people that amplify your message by sharing your content online. They introduce you to prospective customers—both offline and online. Social agents may never do business with you but they love recommending you to others.

The single biggest mistake salespeople make is focusing exclusively on prospects and ignoring social agents. You see this every day online and offline. You meet someone at a networking or cocktail event. Eventually, the “So what do you do?” question is popped, ...

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