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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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10. Social Selling

I don’t have time to play on Twitter, LinkedIn, or Facebook—I have sales calls to make.

Ever hear that one or maybe mutter it yourself? If you answered no, either you’re a liar or you’re not listening closely. It’s the most common thing social media consultants have been hearing from sales organizations for as long as social media has been around. And in that one statement, we have identified the key reason sales organizations still haven’t embraced social media.

They don’t realize that, at a minimum, social media is the new phone. It’s both an inbound and an outbound way to contact and communicate with prospects. Is it the best phone to use for all contacts? Certainly not, but it does allow you to call more people in a day ...

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