Dear readers, we are thankful for the interest you have shown towards the articles we have published during the year. The team at Prima Resource hopes that these articles have been useful to you, whether you are a business leader, entrepreneur, sales manager or sales representative.

Some articles have sparked more curiosity and we have compiled them for you to discover them or to rediscover them a second time.

A well-designed, intelligent, relevant and regularly maintained LinkedIn profile is a very important tool in the sales industry.

In fact, some errors on LinkedIn can be cost you a lot in a social sales process. With a few clicks, you can establish your credibility, so that potential customers will more quickly accept to unvirtualize your relationship by meeting you.

How can you have an attractive and professional LinkedIn profile to benefit from social selling? By following those 3 steps: plan, build and feed your profile.

E-mail and other virtual means of communication have replaced face-to-face and telephone interactions, so much so that today we have the reflex of writing instead of talking!

By spending our days communicating by email, we have come to believe that it is the ultimate means of communication for us as evolved human beings. And even if we regularly see all the limitations of email (misreading and understanding the message, subjective interpretation and even conflicts created by email), we tend to stay in the comfort of this secure mode of communication where everyone is behind their screen.

For the past few years, I’ve adopted a combination of both traditional and social selling practices to feed my pipeline with new sales opportunities.

The market shows that social selling is complementary to traditional prospecting like cold calling.

Forrester: 72% of B2B salespeople who use social networks outperform their colleagues. A good salesperson who uses social selling gets 18% more leads and generates 17% more conversation.

To get this kind of result, it’s essential to learn how to use social selling effectively to reap the benefits. Here is a 6-step process that will allow you to be more successful in your sales career.