Kellee Van Horne

Posts by Kellee Van Horne

  • How to Build a Social Selling Program that Scales [Case Study]

    August 24, 2015

    As a Marketing and Communications Manager at Microsoft, Phil Amato grew the company’s social selling program from 15 sellers to 3,000+ and boosted productivity by 38%. We interviewed him to share his secrets for building a program that scales—here’s what he had to say. LI: What was your inspiration for the social selling program? PA: It began with our Social...

  • The 3 Buyer Questions Social Sellers Must Answer

    December 16, 2014

    Buyers love it when sellers provide relevant and timely insights that can help their business. Keeping this in mind, it makes sense that sending the right content at the right time can help you make a valuable new connection, or strengthen an existing relationship. Yet, few buyers openly declare where they are in the sales cycle. So how do you know when to share...

  • How to Scale Water Cooler Conversations

    December 6, 2014

    Conversations around the water cooler, kitchen, or coffee pot are an important part of the communications you have with colleagues. From stories of the previous weekend, to sports teams, to the weather, these conversations are what help you maintain or create new connections internally. The connections that can be made don’t have to stop at the door to your...

  • 3 Ways to Maintain Customer Satisfaction

    November 20, 2014

    In our series on the Buyer’s Journey, we have covered social selling topics related all phases of the busying cycle. In our last post,...

  • Social Sales Buying Cycle Stages: The Opportunity

    November 4, 2014

    In our last post on the purchasing journey, we found ourselves at the second stage of the sales cycle: “The Lead.” Here we saw that...

  • Social Sales Buying Cycle Stages: The Lead

    October 29, 2014

    In the first stage of the buyer’s purchasing journey, the sales professional’s online presence is essential. At the beginning of this...