B2B

Why Engaging Passionately Fails Us (and What to Do Instead)

Headshot of Jeff Molander
By Jeff Molander

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“The experts” claim passion is the key to a successful B-to-B business blogging strategy. They say results will come when you show customers you care in LinkedIn groups and give away your best advice. But this advice is misguided. Caring and giving are merely costs of entry. Process is the force multiplier.

Process is at the heart of effective business blogging and using LinkedIn for lead generation.

So how can you make “the doing” of blogging and generating leads on LinkedIn systematic—yet free-flowing, enjoyable and effective?

In my experience and research, mixing passion with structured diligence is the answer.

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Headshot of Jeff Molander

Jeff Molander

Jeff Molander is the authority on making social media sell. He co-founded what became the Google Affiliate Network and Performics Inc., where he built the sales team. Today, he is the authority on effective prospecting communications techniques as founder of Communications Edge Inc. (formerly Molander & Associates Inc.) He's been in sales for over 2 decades. He is author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You.Jeff is a sales communications coach and creator of the Spark Selling technique—a means to spark more conversations with customers 'from cold,' speeding them toward qualification.

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