Top 30 YouTubers Came Together To Break A Record And Bring This Moving Christmas Hymn To Life

How do 30 YouTuber entrepreneurs and musicians collaborate to send the ultimate Christmas card to the world and their combined 20 million subscribers?

They decide to form the world’s largest live nativity, complete with shepherds, wise men, angels, and a live camel all shot in the air and on the ground.

[youtubevid id=”PrLoWt2tfqg#t=255″]

They invite Peter Hollens, David Archuleta, and The Mormon Tabernacle choir to share their vocal talents, accompanied by The Piano Guys.

The christmas ornament that becomes the world's largest live nativity scene on YouTube

The christmas ornament that becomes the world’s largest live nativity scene on YouTube

They start with an ornament on a tree in a nativity silhouette of Joseph, Mary, and the Christ child and end with the same ornament, now a living silhouette of over 1000 angels surrounding the wisemen, the shepherds, the couple, and the baby Jesus.

Jon and Steven start playing, Peter and David begin to sing, and then the YouTubers and their families combine to put on a play of the manger scene that soon becomes a vignette of the original event.

The final location was Rock Canyon Park, in Provo, Utah, where an official Adjudicator of Guinness World Records showed up to certify that 1,039 participants actually broke the previous record set a year ago in Britain with 898 volunteers.

[youtubevid id=”AQ2Ck3ZkYz0″]

The Harmon Brothers decide that to pull it all together in less than a month they better make a call to Ricky Ray Butler, of Plaid Social Labs, perhaps the one boutique media agency that has connected big brands to YouTubers better than anyone and whose call the YouTubers will always take, to make the ask: come to Provo during the busiest season of the year to do something that has never been done before.

Their fear is that there isn’t enough time and that these YouTubers, some of the busiest people on the planet, will all be booked solid.

Then the first of the miracles begin… every one they call answers their phone or gets back to them immediately. And each of them in turn remarks how amazing it is that their schedule has suddenly freed up. And every YouTuber says “We’re in!”

Only then does Jeffrey and Daniel Harmon set to work with more than 1300 people to pull it off. Over 10,000 hours are invested, a thousand angel costumes to be made from fabric they haven’t even secured yet, logistics mastered of inventing a weather balloon camera rig for safety instead of the chopper drones they are far more familiar with, securing a live camel, and even crowd control with that many people.

Devin Graham, of the extreme video devinsupertramp YouTube channel agrees to bring in his video shooting experience and equipment to shoot at 5K pixels on a Red Dragon camera, pretty much the same camera that was used to film Lord of the Rings.

[youtubevid id=”zBYJVYURgMw”]

Shay Carl Butler, of SHAYTARDS, the YouTube Channel that produces a family episode nearly every single day for seven years and has more views daily than the Tonight Show is asked why he is involved in a project like this, “It’s all about my kids, it’s cliché to say it’s all about Jesus and not the commercialism, but I wanted to do something to show them that.”

Ellie and Jared, DychesFam, Mommytard, Stuart Edge, Jeremy Warner of Studio C, Chris Newman of CineChopper, Derrel Eves is Associate Producer and one of the leading YouTube consultants, the Gardiner Sisters, amazing hair styles done by CuteGirlHairstyles, identical twins Brooklyn and Bailey, funding from Radiant.org, and many more each contribute a piece of their specialty to the project.

It was Jeff Taylor who had the original idea to actually try and break the world record for the largest nativity scene with live people that sparked the creative fire of the YouTubers.

Daniel Harmon drove the creative design that started with the idea from Jeff Taylor who came up with the single golden ornament, created by Valerie Atkisson, that becomes a live ornament of 1000+ angels surrounding the wise men and shepherds bowing before the family of the Christ child.

Jeffrey Harmon tells the story of people, from different faiths, who just drove far to just be a part of this event.

Steve and Jon of ThePianoGuys host the video on their site and Steve shares his thoughts at the end.

Alex Boyé borrows the camel for his own individual creative contribution to the celebration of the birth of Christ from the perspective of the wise man who dreams of the star and ends with experiencing the hustle and bustle and shopping for gifts that has come to mark the season that started in a poor manger, filled with animals and straw.

[youtubevid id=”cD4S1WhJajk”]

They all unite to say one thing in a way not unique to YouTubers…

“Merry Christmas and Happy Holidays!”

10 Essentials to Using Social Media to Drive Influence, Leads, & Sales

This article is a bit longer, but lot’s of killer ideas here that will get you started to closing business in social media. WARNING: If you don’t do it right, you can waste all your time.

Wow!

At the first of this year I wrote an article called 31 LinkedIn Tips – How to Use LinkedIn Best Practices for B2b Prospecting and it has really caught fire.  People are starting to use social media to drive leads and sales. It’s finally starting to be really productive in the sales department.

I have been asked to speak about LinkedIn at three separate events already and two more soon, and lots of questions have come up on social media in general. We are investing heavily and and have a pretty cool announcement to make very soon. Because of the interest and questions I have decided to start at the beginning with a series of articles about how to use social media to sell.

Let’s start with the essentials.

1-    Get set up by grabbing your name in all media: LinkedIn, Blog, Google+, Twitter, Facebook, Pinterest, and Klout. The days of using a “handle” or alternate name for your identities in social networking are going away.

Q: Why not use your name?

I use @KenKrogue or KDKrogue. Is there really some reason you don’t want people to know who you are in the world of sales or marketing?

Q: What if your name is taken?

Use your name  with a catchy addon that helps with your personal brand. If KenKrogue was taken, and my target audience is the world of sales, how about KenKrogueSells. Use a keyword. I’m not much for adding a random number like JohnSmith972 or something. What good does that do? Is anyone searching on 972?

2-    Start your personal brand within your target niche. Salespeople need to build confidence and credibility in their audience in them as a sales professional. Social media gives an outlet for that like nothing I’v seen in our lifetime. Our company is asking every single team member to build their own personal brand, become a thought leader in a niche, grow themselves while they grow the company and the industry.

Hubspot has really lead out in this area. Almost every key employee is a key thought leader. They are a content machine, and it shows. They have more traffic than all their competitors combined, and they have some pretty amazing competitors.

Take some time and decide three things. I take them from the landmark book by Jim Colllins, “Good to Great”:

  • What do you love to do?
  • What are you the best at doing?
  • What can you make money at?

This is where I would go.

Life is too short not to spend your time on purpose, doing what you love to do. And don’t focus on your weaknesses, pick your strengths, your best strengths. If you don’t know, go take the test found in StrengthsFinder 2.0 and it will tell you your top 5 strengths.

Mine are:

MY TOP 5 STRENGTHS

  1. Learner
  2. Connectedness
  3. Individualization
  4. Strategic
  5. Achiever

Is your niche a place you can make money at? Is it trending upward?

Are you selling something you believe in? If so what is that niche? Can you find it in Google? If so, go to Google Insights and type in a few keywords that find your niche.

Go to Google Insights and see that the keyword Inside Sales is trending up, and Field Sales is way down

Go to Google Insights and learn how your keyword is trending

For me, I love inside sales. I actually love to prospect and sell remotely. Inside Sales as an industry is growing like crazy. In Google Insights Inside Sale is unmistakenly trending upward, while Field Sales is trending down.

Google Insights Shows Inside Sales (Blue) Trending Up - Field Sales (Red) is Down

Google Insights Shows Inside Sales (Blue) Trending Up - Field Sales (Red) is Down... Way Down

 

Isn’t is way more fun to ride a trend up? Look at the spread in this graph, it is definitely widening!

3-    Find your audience keywords. If something is a trend people are searching on it. If they are searching on it you can go to Google Keyword Tool and find out how many are searching on your keywords per month both Globally and Locally.

All you do is type in a few keywords, like Inside Sales, Outside Sales, and Field Sales:

Go to Google Keyword Tool to Find Web Traffic on Inside Sales, Outside Sales, and Field Sales

Google Keyword Tool shows 'Inside Sales' searched on 82.4% more than 'Field Sales'

Go where there is existing traffic you can tap into, not where you have to start traffic from scratch. That either requires a lot of time or money… or both.

4-    Clarify your core strategy and stick to your tactical plan (10-20 minutes a day.) My core strategy is simple. I spend 10-20 minutes a day expanding my connections in LinkedIn with people I really want to get to know, and nurturing relationships with those I do know.

Now I spend slightly more time per day writing on this blog, which is also social media. You don’t necessarily need a blog, but it is my favorite for really great results. I just make sure I take the time to write my best content. I don’t always have time for that, sometimes I ramble (as you probably know.)

Right now, all the other media are secondary to LinkedIn and my WordPress blogs. They just help me get the word out better.

Above all, know what you are trying to do in social media.

I met a new friend at the AA-ISP in Dallas who generates leads through LinkedIn for $20 each, that close at a rate of 20%. And he does it without spamming or overtly pitching. I will be interviewing him for an article soon.

I went to lunch with another dear friend of mine the other day. He is well known in Utah for being quite an expert in social media, he has well over 30,000 followers on Twitter. He asked me how many I have and I replied 3,000. But then I went on and said that almost every single one of them comes from the Inside Sales, Lead Generation, or B2B marketing space. And I am sincerely trying to nurture my acquaintances into friends, my connections into customers. He admitted his were random and they don’t really respond much to targetted communications, just flashy or catchy ones. Don’t get me wrong, he does some amazing things, and I learned a ton from him in a short lunch.

I wonder which type of followers is worth more to your purpose?

Don’t engage in social media for the sake of gathering followers or connections. That is like my son wasting time on a video game, and worse yet (during work hours.)

Share the Luv by giving a 'Like', 'Share', 'Buffer,'+1','Pin it'

Share the Luv by giving a 'Like', 'Share', 'Buffer, '+1', or 'Pin it', which is the currency of exchange in social media

5-    Practice the Golden Rule and the Platinum Rule by sharing the Luv! I wrote an entire article about the Golden Rule and the Platinum Rule because they are so important! In short:

Golden Rule: Do unto others as you would have done unto you.

Platinum Rule: Do unto others as they would have done unto them.

How do you apply that in social media? I just go do things for others that I wish they would do for me in a perfect world. And even more so, I try to follow them and figure out what I can do for them that they would appreciate in a perfect world.

Simple.

I mention people in my blog. I retweet them. I ‘like’ them. I ‘share’ them. I take time to write recommendations in LinkedIn without them asking me. I made a rule a long time ago, that if someone has to ask me to write them a recommendation before I do, then I have failed.

Do you want to meet someone through a LinkedIn Group? Go hang out where they do, learn about them, watch and read what they write about. Comment thoughtfully on their writing. Pretty soon they will notice and often reach out to you.  Be sincere. If all you do is try to sell to them, they read right through you. Do the same thing with a good blog author you admire.

6-    Use the Core Content model to scale your influence and increase leads. I alluded to Core Content model earlier. Take the time to carefully write a single article with a Core Concept. I like to start with my blog. Then publish that Core Concept in many other media like: LinkedIn, Google+, Twitter, Facebook, iTunes, Youtube, Slideshare, and Brainshark. The same article can add incredible content in nine or more media, and cross pollinate the opportunity for many more of your followers to experience what you are trying to say.

Larger articles can be broken up and provide value to readers for days or weeks, while you finished it in one sitting. Today people like great content served up in small bite-sized chunks.

Really great content should be combined or expanded into white papers, eBooks, or books and offered as valuable incentives to readers in exchange for a connection to them.  Think how exciting this is. How many authors of traditional books wish they could connect to and reach out to their audience at any time in a few minutes on a computer?

7-    Leverage your reach with technology. Get set up with BufferApp or Hootsuite. There are lots of folks who use

Leverage Your Reach with Technology Like BufferApp

Buffer App lets you Capture Content and Pre-Schedule to Send it On LinkedIn, Twitter, and Facebook

TweetDeck to pre-schedule tweets on Twitter. Here’s the problem, and I’ve been learning this. Don’t tweet mindless junk or spam. Is that what you would want to read? Only send out stuff you find VERY VALUABLE yourself.

There is a new app I really like called BufferApp that let’s me capture the really valuable content I want to share in LinkedIn, Twitter, and Facebook. My audience in Facebook is far different than LinkedIn or Twitter; personal stuff in Facebook, professional in LinkedIn and Twitter.

There is also a plug-in for most browsers (my favorite is Chrome because it’s faster) that let’s you capture content for future publishing with a two clicks.

8-    Respond so the ball is always in the other persons’ court. I always respond thoughtfully to people who comment or connect to me through my LinkedIn and my blog.

I don’t always find time for the other media yet, in fact, rarely.

I’m still trying to find significant value to Twitter or Facebook for business. Maybe (probably) it is because I don’t put the same time into them that I do with LinkedIn and blogging. Hmmmm.

9-    Keep track of results and continually evaluate your strategy and plan.

Test, test, test.

We have some really cool technology coming out soon called PowerSocial that will give me the tools to start testing response rates, appointment setting, and even close rates from different kinds of media and social media.

Until then, I keep track in notes on my trust Franklin Day Planner, and in one of hundreds of Excel spreadsheets on my Windows partition on my 17″ Macbook Pro (yes I’m trying to make the shift now fully to the Mac that I hear the Mac version of Excel is finally a real spreadsheet.)

10- Take 10-20 minutes a week to learn and try something new in social media. I mentioned earlier that I took the Strengths Finder 2.0 profile test, my top trait is a ‘Learner,’ so I guess I’m a bit biased to continually learning. But it is moving too fast to stand still. And what you know today is obsolete tomorrow.

Google is an amazing tool. My favorite search is the Top 10 things to do in _________ LinkedIn, Twitter, Google+, and so on.

So keep learning, and share the cool stuff with me, eh? (As my son Jonny is learning to say in Canada right now.)

Author: Ken Krogue |
Summary of Ken Krogue’s Forbes articles

31 LinkedIn Tips – How to Use LinkedIn Best Practices for B2B Prospecting

(This blog is longer than most, but one of my favorite ever – Read on! – Ken)

LinkedIn is the greatest source of business to business (B2B) sales intelligence and research data for the average sales professional ever invented. This kind of tool has never existed before. LinkedIn let’s you connect with people and see their network of connections. Once you understand that you can only see relationships that are 2 levels deep it gets much easier to use and understand.

My LinkedIn Network of Professionals - 3 levels deep

My LinkedIn Network of Professionals – 3 levels deep

I just came from training a great team at Veracity Networks, a local internet, voice, and tv provider in Utah and long-time customer of ours. We talked about all the ways that LinkedIn can help in B2B prospecting. I also promised on my last webinar that I would make a list of 20 ways to use LinkedIn, well I got carried away.

Here is one thing you can do for every day of the month.

1- First, use LinkedIn to get in to a new account. I remember when I wanted to get into the inside sales department at a company just up the street by the name of Novell. I looked up the company, found an old friend of mine that works there named Morgan Spencer, contacted him, and asked for a referral.

My friend Morgan Spencer worked at Novell when I needed him

My friend Morgan Spencer worked at Novell when I needed him

Now he works at Concierge Communications, so maybe I should see if he can refer me again. Anyway, it worked and took just a few minutes. That was my first productive use of LinkedIn years ago.

2- Follow your customers companies. That means you should be connected through LinkedIn to ALL OF YOUR CUSTOMERS! That seems like a no brainer, but very few companies do that. We recommend that your CEO, VP Sales, VP Support, etc. reach out with the welcome pack to each new customer and connect. Then ping them now and again to ask “how are things are coming?” Follow each of your customers companies in LinkedIn.

3- Make sure you complete your profile, keep it fresh, and set it up correctly so you have credibility. Complete the profile! That means 100%. Salespeople never take the time to finish and this hurts them.  

4- Use a good close-up picture that stands out. Our company uses black and white short-cropped head shots that are sort of cool. Why black and white? We stand out. Nobody else on the page is black and white. I like to zig when everyone else chooses to zag. (Sorry you can’t use this one, everyone else has to stay with color pictures.)

Notice my name in the Public Profile has my name!

Notice my name in the Public Profile has my name!

5- Grab your name before someone else does! Make sure that your public profile is shortened to contain just your name, ie: http://www.linkedin.com/in/kenkrogue. If you leave this to LinkedIn it will have lots of crazy random letters and numbers and looks like a mess and is hard to link to. Write a compelling introduction to you and your company so people know what you do! If your company is hiring, mention it like our VP Sales did, it works!

6- Have a point person at your company. LinkedIn works by letting you connect to people 2 levels deep. It is a good idea to have at least one person in the company who reaches out to lots of connections. If everyone else at the company is connected to them, they act like a “window” with great connections for everyone else.  I’m connected to over 2300 people, and through me, all of my sales reps have a connection that is far more broad than their own.

7- Connect to your employees. Spend time and teach your colleagues and employees the value of using LinkedIn as a team. By designating a “point person” as mentioned above, make sure that person is connected to every single employee. Do it from day one in the onboarding process for all new hires.

8- Connect to your customers. Who in the B2B world is more important than your customers? I like to use Tags to connect to and classify my customers as part of my LinkedIn network. Why? I care deeply about my customers. They are like the kinds of prospects I want to also become my customers. Be getting to know them well, I can connect to others just like them. I can find the groups they are part of. I can ask for referrals or recommendations that will really have impact (if I have earned it.)

9- Connect to your prospects. We ask our salespeople to connect to all of their prospects right after the first contact attempt. Do they always do it? The smart ones do. Why have them connect? Increases rate of building a relationship. LinkedIn increases response to communications by 300% versus email.

You can also search by keywords to find lots of prospects. For us anybody with “inside sales”, “lead management” or “salesforce.com” in their LinkedIn profile is a prospect. What are your keywords?

10 – Do a 3×3 analysis of your prospects. My friend Steve Richard from Vorsight, outsourcers in inside sales training, taught me this. Take 3 minutes before calling a prospect to find 3 things you have in common to talk with them about.  LinkedIn is great for a resume, company, college sports or alma maters, common trade groups perspective, Facebook for hobbies, sports, etc.

11- Join relevant groups. One of my favorite LinkedIn Groups is Inside Sales Experts that was originally formed by Trish Bertuzzi of The Bridge Group. When I first joined it there were about 8000 members, now there are over 14,000 members, all inside sales professionals. I think there are more members in this group than all others combined about inside sales. I have met dozens of people who I now call friends just by joining the conversations that are going on.

Trish’s only rule? No SPAM or self promotion allowed.

Trish Bertuzzi Manager of Inside Sales Experts LinkedIn Group

Trish Bertuzzi Manager of Inside Sales Experts LinkedIn Group

12- Find and join local LinkedIn groups. Go to the Groups search window at the top right and type in your home city and/or home state to find groups close by to you. Now look for industries that you want to prospect into. These groups usually have quarterly or annual meetings. I love the American Association of Inside Sales Professionals – Salt Lake City Chapter.  Change my city to your city in the search and go join today!

13- Make your wedding and funeral list and connect in LinkedIn. This is an old prospecting technique with a new twist. I am asked all the time by new sales reps what is the first thing they should do when they get hired. I tell them to make their wedding list (if they are young, and their funeral list if they are old.) What is that? The 250 people you know well that you would invite to your wedding or that your family would invite to your funeral. I’m told that wedding planners and funeral directors estimate the average wedding or funeral at 250 attendees if they don’t know how many are coming.  Imagine if you linked to 250 people who care about you, wouldn’t they be the best place to start prospecting and looking for introductions, recommendations, and referrals?

14- Respond first to email, then by LinkedIn. This is a way to make connections with interesting people and valuable people. Whenever someone emails you that would be a valuable connection to make, simply respond by email and mention in the email that you will be connecting by LinkedIn. Then reach out and connect. Remind them you just emailed them. LinkedIn penalizes you if you try to connect to too many people who reject because they don’t know your or don’t remember who you are.

15- When you go to trade shows connect with LinkedIn. My favorite task after going to a trade show is to take time that night back at the hotel and reach out by email then connect with LinkedIn.  I also have my team help me reach out to everyone that comes by our booth at trade shows. Remind them of the “common experience” you had together at the trade show when you reach out by LinkedIn so they remember you and don’t reject you.

16- Follow your prospect Companies. Use the “Follow Company” feature and follow the target prospect companies you have. This ties you in to news about them and you can see connections you already have to their employee base.

17- Offer value to your LinkedIn Connections. Interact occasionally with your LinkedIn connections and build relationships with them. Offer things of value to them: information, training, good books, ideas, tips, tricks, best practices, and best of all, referrals. My friend Paul Allen, the founder of Infobases, Ancestry.com, MyFamily.com, and FamilyLink.com told me about one of his favorite books called Love is the Killer App, that teaches this very thing.  I reach out about every six months to my LinkedIn connections in Utah and share my latest seminar with them for free. I probably have 70-80 people come. I do the same with webinars nationally. Warning: Don’t try and sell them something, it’s a turnoff. Just offer great content. If they want to buy something from you, they will seek you out.

18- Kill two birds with one stone. By linking Twitter with the “share an update” window on your main page in LinkedIn you can put in one message that is shared with both systems. This takes advantage of the Signal feature on LinkedIn which is a lot like the “Wall” on Facebook. It’s a way to see the latest news about your connections, but I like to filter it down or it’s just overload.

19- Connect a Widget on your Blog. I also have a twitter widget on my WordPress blog that allows me to update LinkedIn, which updates Twitter, which updates my blog. Pretty cool!

20- Share your blog on LinkedIn. There are ways to go the other direction by putting the most recent articles on your blog in a section on your LinkedIn page. I love the WordPress widget for LinkedIn which puts my three most recent blog articles on my LinkedIn page.

Tip: Use Tags in the Contacts section of LinkedIn

Use Tags in the Contacts section of LinkedIn

21. Use Tags to categorize your customers from prospects, friends, etc. As your Connections begins to grow it is wise to use the Tags feature on LinkedIn to create categories for your Contacts. This lets you slice and dice your LinkedIn network for all kinds of communication purposes.

Tags are found in the Contacts section of Linked in and are absolutely invaluable for more advanced methods of using LinkedIn for prospecting.

I use Tags to categorize partners, friends, association members, customers, etc.

This takes some time and I’m just getting started in effectively using the Tags feature.

22. Use Events in LinkedIn to promote real or virtual events. One of the things I try to do to offer value to all my friends on LinkedIn and to keep in touch with them is to offer free webinars or seminars on topics I’m familiar with around inside sales and lead management. I have found that the Events feature of LinkedIn is especially powerful in allowing me to post the important information, invite my connections, and post attendees so they can interact and network amongst themselves also. We do this every quarter for the AA-ISP in Salt Lake City.  I never use these events to sell, but only to network, educate, and raise awareness for the inside sales industry. Sale introductions have a way of taking care of themselves.

23. Use the 3 free backlinks in LinkedIn for Google juice! I wrote an article years ago about the SEO value of LinkedIn. We have 85 employees. Imagine if each of them used all three links to drive keywords for InsideSales.com, hmmmmm.

24. Look for LinkedIn Events Corresponding to all Trade Shows! NOTE – LINKEDIN JUST KILLED LINKEDIN EVENTS – This is one of my favorite tips for using LinkedIn for B2B prospecting. My friend Jay Weintraub, the founder of LeadsCon, was one of the first to really use LinkedIn to promote his trade show.

I am attending LeadsCon West 2012

Now it is a standard for hundreds of people to add his events to their calendar. Well, when they do, they are open to you to go out and introduce yourself and invite them to come meet you at your booth.

People attending a LinkedIn Event

People attending a LinkedIn Event

Notice the link with 194 other people attending the same event you are going to. That gives you 194 people you can introduce yourself to BEFORE THE EVENT BEGINS!.

My favorite rule for events is to schedule enough appointments before the event begins to pay for the event.  LinkedIn helped us invite over 600 people to come visit us last year at Dreamforce 2011.

The power of the LinkedIn Events can help you do this all by itself if you start a few weeks ahead of time.

25. Share that you are attending LinkedIn Events. NOTE – LINKEDIN JUST KILLED LINKEDIN EVENTS! – Remember I have linked my LinkedIn to my Twitter. So when I share in LinkedIn, it goes out to my 2800+ followers of Twitter (by the way, if you choose to follow me, I try to send out tips, best practices, and research weekly.) I like to help promote all of the events I go to, speak at, sponsor, and exhibit so that it helps all of us.

26. Freely give recommendations to co-workers, colleagues, former employers, authors, etc. Don’t wait for people to ask. Make a personal goal to reach out and recommend one person a week. If someone does something special, tell them. Business is crazy, take time to show gratitude and respect. Show the love!

27. Ask for recommendations from co-workers, colleagues, and former employers. This is an obvious practice and is a great way to “prime the pump” of getting lots of recommendations in your LinkedIn profile. Once you have lots of honest and frank recommendations from those closest to you then I like to move to asking for recommendations from customers.  I love to recommend people.

28. Ask for customer recommendations using LinkedIn. I admin at first this looks very hard to accomplish, but it is actually a good practice to get into. It works best when you ask for this early in the process as a measure of how well you do.  I also do this if a prospect is asking for additional pricing discounts or negotiating terms aggressively. I say, “Well, with this discount I’m giving you, I’m going to need to make up for it by selling more clients (smile), would be willing to recommend me in a format like LinkedIn if I have earned it?”

29. Ask for customer referrals using LinkedIn. I live by referrals. I tell my prospects that “one of the best ways I grade myself on how well I do is whether or not you are willing to recommend me to other people just like yourself when we are done.” I set this expectation up early and remind them once or twice during the sales process. The big problem is getting people to think of 3-4 good referrals. Quite often I need to prompt them with ideas. Well, recently I’ve been using LinkedIn. Before I ask for referrals I go look at their LinkedIn network and find several accounts I would like my teams to get into. Then it is easy to say “To make it easy for you to help me grow my business with your recommendations, I’ve already found a few people you know that I would greatly appreciate an introduction to.” Then you can use the normal LinkedIn process, I still like a live phone introduction though, as it is stronger. But the LinkedIn process is better then me calling them on my own.

30. Ask for LinkedIn recommendations,  and comments from blog readers! Ok, if you liked this article, especially if it helped you generate a lead or make a sale, I want something in return. I want a recommendation on my LinkedIn, a reference to this article, or a comment with Linked tips, ways to use LinkedIn, or best practices I haven’t mentioned for B2B prospecting.

Fair enough?

Now for one thing NOT TO DO!

31. Don’t send sales or marketing messages by LinkedIn. This is another word for SPAM! Overzealous marketers ruined the telephone, faxing, and email by sending SPAM. Just don’t do it. If someone sends SPAM to me I try to let them know that only rookie salespeople do that in LinkedIn.

It’s like urinating in the public swimming pool, it ruins the swim for everyone. It’s a mistake we should only make once. I just wish we had a dye that turned their LinkedIn page red for a week when somebody uses LinkedIn to brazenly pitch their product!

Top 30 Articles on www.KenKrogue.com (with total views) and a Summary of Ken’s Forbes Articles

  1. What is Inside Sales? Our Definition of Inside Sales | Ken Krogue – 90,920 Views
  2. Inside Sales Best Practices – 42,361 Views
  3. 31 Linkedin tips – How-to-use-Linkedin-Best-Practices for B2B Prospecting – 19,284 Views
  4. Inside Sales Tips by Ken Krogue – 14,997 Views
  5. Good to Great by Jim Collins – Ken’s Notes Summary – 9,758 Views
  6. My Final Comment on my “Death of SEO” column on Forbes – 6,411 Views
  7. About Ken Krogue – 7,439 Views
  8. Inside Sales Tips – How LinkedIn Gives you 3 Free SEO Backlinks – 7,080 Views
  9. Inside Sales is Top Method of Lead Generation – 6,439 Views
  10. Prediction – SEO will be Dead in 2 Years – 5,740 Views
  11. Inside Sales Training – 5,237 Views
  12. Inside Sales Best Practices: 7 Ways to Increase Contact Ratios – 5,202 Views
  13. Ken’s Forbes Articles – 4,960 Views
  14. Is Leaving a Voicemail Worthwhile? – 3,862 Views
  15. Inside Sales Best Practices: Gathering Direct Dial Phone Numbers – 3,624 Views
  16. KPI – Key Performance Indicators – 3,713 Views
  17. Inside Sales versus Outside Sales – 3.505 Views
  18. Harvard Business Review says Sales is No Longer About Relationships – 3,048 Views
  19. Behind the Cloud – Ken’s Notes – 2,745 Views
  20. Climb the Trust Ladder to Increase Results in Prospecting – W/ VIDEO! – 2,744 Views
  21. Inside Sales Tips – Skip to the Beep – 2,678 Views
  22. Lead Generation Strategies: When to Call, When Not to Call? – 2,232 Views
  23. Inside Sales Tips – No Vacations Last Week of the Month – 2,000 Views
  24. Inside Sales Tips – Specialize – 1,842 Views
  25. Ken Krogue’s Forbes Top 25 Most Popular Articles – 1,788 Views
  26. Ken Krogue – About Chauncey Riddle (My Mentor) – 1,396 Views
  27. Inside Sales Tips – Interest is The Counterfeit of Need – 1,375 Views
  28. 6 Reasons Salesforce Users Need Hosted Dialer Technology – 1,276 Views
  29. What is Lead Response Management – 1,204 Views
  30. Ken’s Rules: The Business Card Rule – 1,252 Views

A Complete Summary of Ken Krogue’s Forbes Articles, Including his newly updated “Definition of Inside Sales” and his #1 on all of Forbes (and his most controversial) article “The Death of SEO

A Complete Summary of Ken Krogue’s Forbes Articles, Including his newly updated “Definition of Inside Sales” and his #1 on all of Forbes (and most controversial) article “The Death of SEO

Author: Ken Krogue | Follow me on Google+
Summary of Ken Krogue’s Forbes articles

 

Forbes Gives 10 Things You Need to Know about Google+

This article by Chris Brogan of Forbes is VERY thought provoking. And though he targets it to Chief Marketing Officers, I think the inside sales space better look closely.

He knows you are thinking, “The LAST thing I need is to figure out yet another social network” and he has spent over 250 hours in Google+ and has these 10 points for us to think about: 

  1. A social network offered by Google will impact search marketing.
  2. Google+ evolves from Gmail with hundreds of millions of users.
  3. Google+ will soon offer business pages.
  4. Google+ added 10 million users in 2 weeks.
  5. Google+ blends business and personal with “circles” that categorize easily.
  6. Google+ is indexed and searched by Google much easier than LinkedIn or Facebook.
  7. Many companies block Facebook, Google+ hasn’t been thought of yet.
  8. Google+ isn’t just a “social network,” more of a “communications backbone” that works with email.
  9. Google is committed to the Google+ platform, which should make it amazing.
  10. First usually wins and Google+ expertise may put you ahead for a while.

Chris hasn’t predicted a “next big thing” for a while. But Google+ is already the #1 referrer of traffic to his website, so for him, at least, it’s working.

Author: Ken Krogue |
Summary of Ken Krogue’s Forbes articles