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Our Blog

We have published literally hundreds of articles…please help yourself!

Why settle? Why be a coward?

by Adam Gray | @AGSocialMedia | LinkedIn My business partner Tim Hughes sent me the following article the other day asking me to make comment on it. https://www.marketingprofs.com/charts/2019/40388/why-consumers-click-on-paid-search-ads As the title suggests, it asks...

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How Will You Roll Out That Social Selling Program Globally?

by Tim Hughes | @Timothy_Hughes | LinkedIn We’ve just been approached by a global company, who want to roll out their Social Selling program globally. So how do you do this? The problem, they found, that a US social selling company didn’t seem like the right partner...

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Was 2018 an Ironic Year in Sales and Marketing?

by Tim Hughes | @Timothy_Hughes | LinkedIn The Dictionary definition of Ironic is “happening in a way contrary to what is expected, and typically causing wry amusement because of this.” So let’s get warmed up with some of the ironic things we have seen on social media...

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Is your LinkedIn profile as boring as wet afternoon?

by Phil Stubbs | @PhilStubbs14 | LinkedIn It’s a New Year so there’s no better time to think about your LinkedIn presence.. Very few of you will have a decent LinkedIn profile, many of you won’t even have a header/hero image and if you do it’s probably corporate...

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The Case for Data Unification for Sales and Marketing

by Tim Hughes | @Timothy_Hughes | LinkedIn In our book “Smarketing: How to Achieve Competitive Advantage Through Blended Sales and Marketing” Adam Gray and I provide a Blue Print for the merger for Sales and Marketing. While people often see that this is about people...

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Usain Bolt, Your Expertise, Clients and Social Selling

by Tim Hughes | @Timothy_Hughes | LinkedIn I was in a customer meeting with my co-founder Adam Gray the other day and Adam tells a story. There is a 100 meters sprint, lined up are Usain Bolt, Linford Christie, Florence Griffith-Joyner, Tyson Gay, Donovan Bailey,...

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I’m Beautiful – Now I’m Taking That to Market

by Tim Hughes | @Timothy_Hughes | LinkedIn I had to laugh out loud the the other day, somebody had asked for advice where to start with Social Selling and all the “gurus” where piling in with links to there “get rich quick” courses, eBooks and articles “the ten things...

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Social selling…is it your New Year’s resolution?

by Adam Gray | @AGSocialMedia | LinkedIn As we all come back to work after a lovely break over the Christmas holidays many of us are thinking bout our New Year’s resolutions. A new year a new start…losing weight? Quitting smoking? Getting fit? More active on social...

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Why Your Business Needs a Social Media Blue Print

 by Tim Hughes | @Timothy_Hughes | LinkedIn Yesterday we were running a Social Strategy day for our clients.  This doesn't teach the CEO how to use Twitter, it provides the Management Team / Board of Directors / C-Suite with a Blue Print on how to use Social across...

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Are You a Selling Sheep?

by Tim Hughes | @Timothy_Hughes | LinkedIn I’ve been in sales for 25 years and I’ve seen a lot of change in that time. I started hand writing letters and handing them into a typing pool. It may amaze people but there was no internet, not mobile phones, no social...

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Why You are Wasting Your Time at Events

by Tim Hughes | @Timothy_Hughes | LinkedIn We had a call recently with a prospect that whole demand generation process was about events. I asked how it was going and the prospect said they had seen the results from events drop by 60%. They also admitted from further...

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10 Things you do Which you Mistake for Social Selling

by Tim Hughes | @Timothy_Hughes | LinkedIn Sending people an inmail, pitching your products and services. An inmail is a cold call on social media. You hate being pitched at, I hate being pitched at, stop doing it. Sending me a LinkedIn connection request and then...

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Why You Will Miss Your Number This Quarter and Next Quarter

by Tim Hughes | @Timothy_Hughes | LinkedIn Quick poll: If you woke up this morning and thought, “today I need to talk to a salesperson” raise your hand! I’m sure 95% of you didn’t. Or was it 100%? Do you remember the last adverts you watched? Of course not! You need...

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Why Video Marketing Won’t Help You!

by Tim Hughes | @Timothy_Hughes | LinkedIn Back in the 1930s, (yes that far back), advertisers worked out that they could sell stuff by interrupting your day and telling you about their product. Newspaper adverts and then TV adverts was a way of doing this. As you...

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Why My Leads are Fully BANT and Yours are Not

by Tim Hughes | @Timothy_Hughes | LinkedIn When I first started in sales, in fact for the whole time I’ve been in sales I’ve had to do my own demand generation.  Maybe, because I’m a new business person, but I’ve always decided that I didn’t want to outsource my...

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14 Sad Truths About Sales

by Tim Hughes | @Timothy_Hughes | LinkedIn First and foremost here at Digital Leadership Associates social-experts.net we don’t say that Cold Calling is dead, far from it, we know a number of companies that still cold call. The difference being that Cold Calling and...

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Social selling, for my team?

by Phil Stubbs | @PhilStubbs14 | LinkedIn If the thought of ‘social’ scares the pants off you, don’t worry – you don’t have to jump on the social selling bandwagon. You’ve probably been in sales and marketing for a while – or been a CEO of several successful...

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You cannot trademark the taste of cheese

by Alex Low | @Alexander_Low | LinkedIn Sitting on the Northern line of an evening having just presented to 200 or so fee earners at a Big 4 accountants firm, we had a robust debate on the “framework” of our approach to a good digital profile. “If everyone follows...

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The 3 Failures We Made in our Social Selling Project

by Tim Hughes | @Timothy_Hughes | LinkedIn At my previous company, we took the salesforce through a sales transformation, at the time we were under massive competitive pressure as well as making the move from on premise to cloud.  To do this we "ripped up" the...

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Pick a number, any number – as long as it’s 70

by Phil Stubbs | @PhilStubbs14 | LinkedIn Let’s pick a number from the picture – 70 What do we know about the number 70? In Olympic archery, the targets are 70 meters from the archers 70 miles per hour is the national speed limit in the United Kingdom for cars and...

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Is Your Social Selling Training Company Focused on Inbound?

by Tim Hughes | @Timothy_Hughes | LinkedIn What is Inbound? Inbound is the notion that rather than getting leads and meeting through outbound means, such as advertising, cold calling, unsolicited emails, etc. You undertake a strategy or tactics to obtain leads through...

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Why Leaving Sales Voice Mails is a Waste of Time

by Tim Hughes | @Timothy_Hughes | LinkedIn I was reading the other day an article on LinkedIn about how if you hire this guy, he will craft you an amazing voice mail, that will not only allow you to articulate your value proposition, but will get people to return your...

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Taking action and why this is the barrier you face.

by Adam Gray | @AGSocialMedia | LinkedIn Any of you who follow me on Linkedin will know that I post pretty often. I comment and share a lot, but at least twice each week I post either a video or an article or something which highlights a point I want to discuss at the...

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The importance of a good LinkedIn headline

by Adam Gray | @AGSocialMedia | LinkedIn Have you ever wondered why you should write a compelling headline for your LinkedIn profile rather than just the generic “Sales Manager at xxxxx” that LinkedIn gives you? The other day we were working with a client and one of...

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How to Jump Ahead of the Competition

by Tim Hughes | @Timothy_Hughes | LinkedIn Want to sell more than your competition and have more market share? Here's how you do that. Do a competitive analysis between you and your competition. Chalk up the amount you are spending on marketing and the number of...

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Shooting video for your Linkedin feed

by Adam Gray | @AGSocialMedia | LinkedIn Firstly, let me say that there is a place for professionally shot video content. It can make you look more credible and more polished, but…there is a place for handheld selfie videos too. The problem, always, with...

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Why A Strong Sales Team Loves Change

by Tim Hughes | @Timothy_Hughes | LinkedIn Why? Because sales is the catalyst driving change at today's best companies.   Ever since I started in sales 25 years ago there has been one constant.  Change.  I’ve always wondered if I should change my job title on my...

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Where do you keep your LinkedIn Sales Navigator?

by Phil Stubbs | @PhilStubbs14 | LinkedIn Desktop or drawer? It may seem obvious, but let’s explore before we commit to our answer. LinkedIn Sales Navigator is a sales and prospecting tool lauded by the likes of SAP, EY, Infosys, Verizon, Symantec... there’s a long...

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I Believe in a Flat Earth and Nothing in Sales has Changed

by Tim Hughes | @Timothy_Hughes | LinkedIn Are You an Internet Denier? Are you an internet denier, or maybe a social media denier or maybe a mobile denier? What do I mean? Do you deny the existence of the internet or Do you deny the existence of social media or Do you...

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4 Tips For Writing For Social Media For Business

Guest Post written by Stuart Cooke, Digital Marketing Manager at Irishparcels.ie Believe it or not, a successful social media strategy is achieved with one core element, and that is excellent social media writing skills. As a business, it can be tricky to navigate...

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Why Social Selling is now Just Selling

by Tim Hughes | @Timothy_Hughes | LinkedIn Since we started Digital leadership Associates social-experts.net two and half years ago we have seen social selling go from an interesting ad-on to sales into the mainstream way of selling. It’s been a hard slog since...

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The Day Ethics in Marketing Died

by Tim Hughes | @Timothy_Hughes | LinkedIn This week I spoke at a Martch conference, I have to be honest I’m not a big fan of Martech, which if you didn’t know is short for Marketing Technology. Martech in my view isn’t actually an advance, it is actually a backward...

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The Importance of your micronetwork.

by Alex Low | @Alexander_Low | LinkedIn With 590million members on LinkedIn sometimes social media can seem being a little bit daunting and you don't know where to start. This is where the power of your micro network can really come to the forefront in helping you...

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Why Social Isn’t Another Chocolate With a Different Wrapper

by Tim Hughes | @Timothy_Hughes | LinkedIn Often we talk to people about social media, Twitter, Facebook, LinkedIn, Instagram and internal social such as Slack, Chatter, Yammer etc. People talk about them tactically, it’s all about arranging for your mates to meet at...

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Time to geek-out

by Adam Gray | @AGSocialMedia | LinkedIn Okay, I admit it. I am a geek. A closet geek perhaps, but a geek nonetheless. When I was writing my first book I studied everything that I could find about social media analysis, network mapping and measurement. I even went as...

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Social Selling – How You and The World has Changed

by Adam Gray | @AGSocialMedia | LinkedIn What is Social Selling? At its most basic level, social selling is the method by which your social presence makes people be believe that you are clearly more of an expert (and more approachable) than the other people that they...

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Why We Don’t Believe in a Mash-Up of Sales Strategies

by Tim Hughes | @Timothy_Hughes | LinkedIn On a recent post of a video I recorded when I was in Sydney, Australia, there were a number of comments, reading through them, I wrote this blog. Thank you for all those who offered support and I was amazed that the...

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Effective Employee Retention Strategies That Work

Guest Post by Ashley Lipman Hiring new employees is an expensive, arduous process. The best solution for avoiding the hiring process is to find the right people for the job, who will stay with your business. That means creating an environment where employees feel...

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Why We Need to Channel our Sacha Fierce in Sales

by Tim Hughes | @Timothy_Hughes | LinkedIn For many of us, if not all of us the most important person in the world is us. Adam Gray, my Co-Founder reminds people in presentations “Pick up an old school photograph and who is the first person we look for?” Ourselves of...

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Who should be helping you attract more prospects and sales?

by Phil Stubbs | @PhilStubbs14 | LinkedIn The salespeople get paid the big money, it’s really annoying because they seem to do nothing and then just moan a lot. This gets said a lot – especially in larger organisations where roles are very defined. What the sales...

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We empower YOU to be great.

by Adam Gray | @AGSocialMedia | LinkedIn We speak to lots of organisations that “help” their clients embrace social media. I use the word “help” in quotes because if you help someone (or a business) what you do is make a difference and so often that isn’t the case....

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Cycling, team work and programmatic social selling.

by Phil Stubbs | @PhilStubbs14 | LinkedIn I love a bit of cycling and I remember, many years ago, being enthralled by the Tour De France when it was first covered by Channel 4 on television the UK. Back then, the bikes weren’t hugely dissimilar to the racing bike I...

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Did You Miss the Most Exciting Thing in Social This Year?

by Tim Hughes | @Timothy_Hughes | LinkedIn Here at Digital Leadership Associates social-experts.netpeople often think our office looks like the bridge of the Starship Enterprise, with all these social media tools around us. We sit there and look into the future. If...

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How to fix the problem

by Adam Gray | @AGSocialMedia | LinkedIn So, if you have clicked through from my previous “rant” about my book parody then hello and welcome back, if you haven’t, you might want to read it here. So, how can this be an easy problem to solve. Well, the theory goes like...

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How my favourite business book inspires me to this day.

by Adam Gray | @AGSocialMedia | LinkedIn My favourite business book ever is Funky Business. Published over a decade ago it talks about how the internet has enabled people (and businesses) to mine niches much more effectively because we are all selling to a global...

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Why The Time is Right For Sales and Marketing Fireworks!

by Tim Hughes | @Timothy_Hughes | LinkedIn Today is the 5th November, when I was growing up it was known as Bonfire Night, today we don’t tend to have bonfires because of the safety concerns but have fireworks. Hence it tends to be called Fireworks night. The historic...

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I would write 500 blogs…

by Adam Gray | @AGSocialMedia | LinkedIn Well, actually I wouldn’t personally, but we have as a company. Digital Leadership Associates is just over 2 years old and today we published our 500th blog on our site www.social-experts.net/blog and I personally think this is...

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Top Ten Most Watched #TimTalks Videos #podcast

If you didn’t know, here at Digital Leadership Associates (DLA) www.social-experts.net we run a Podcast called #TimTalks. Simple format, our CEO (that’s me, Tim Hughes) interviews somebody for 20 minutes.  Key thing is that subject matter has to be educational, there...

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The Digital Marketing Big Fat Lie!

by Tim Hughes | @Timothy_Hughes | LinkedIn In a recent blog I posted out on Twitter I pointed out that Marketing, both corporate marketing and digital marketing was dead. Nobody looks at adverts or they are ignored, email marketing, certainly in a post GDPR world is...

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Lush pasture or barren land? How you should be prospecting.

by Phil Stubbs | @PhilStubbs14 | LinkedIn It’s not just at the end of year or quarter that focus falls on the sales pipeline – is there enough in there to hit target? Many businesses still rely on hope and luck to make their number and deals have no correlation to...

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Perhaps I’m just old…

by Adam Gray | @AGSocialMedia | LinkedIn …perhaps I’m just cynical. Perhaps I’m old and cynical! As I get older I seem to get more intolerant of bulls&*t! It seems everywhere I turn there are experts coming to the fore preaching about how their view of the world...

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Last week was not a good week, not a good week at all.

by Adam Gray | @AGSocialMedia | LinkedIn Last week our dear friend Reggie Bradford lost his battle with cancer and the world will be a significantly emptier and less exciting place as a result. Reading the testimonials from people at their discovery of his passing is...

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Sales and Marketing Is it Time to Merge?

by Tim Hughes | @Timothy_Hughes | LinkedIn When, Adam, Hugo and I started writing our new book "SMarketing" which is available from Amazon https://amzn.to/2u8e94fon the 3rd October we spent time re-looking at the marketing and sales process. Classic process is that...

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The Digital Leadership Associates (DLA) – Marketing Flywheel

by Tim Hughes | @Timothy_Hughes | LinkedIn Based on the Box flywheel as outlined in the book “Lost and Founder” by Rand Fishkin. I've written before about people over complicating Marketing theory, not sure why but I guess it's so you get scared, panic and you hire...

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Marketers need to wake up and smell the coffee.

by Adam Gray | @AGSocialMedia | LinkedIn This week we kicked-off a programme with a new client and we ran a strategy day with them. During this we delved in to what their aspirations were and how committed they were to make these aspirations a reality and what the...

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Have you been social selling for longer than you thought?

by Phil Stubbs | @PhilStubbs14 | LinkedIn I recently watched a ‘conversation’ on LinkedIn rumble on because, to the dismay of many, someone had said ‘I’ve been social selling since the 80’s’. From the responses it became clear that some people thought social selling...

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The new LinkedIn algorithm is the kick in the pants I needed

by Phil Stubbs | @PhilStubbs14 | LinkedIn There are many theories we could discuss about why LinkedIn created ‘algorithm-gate’. Basically - they want to share the love between everyone and not just the popular and interesting. Probably because they need to create more...

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You are Going Full In on Digital Marketing, Why?

by Tim Hughes | @Timothy_Hughes | LinkedIn In the old days, what I mean by that is pre-internet we had a different why they we bought things and we marketed or sold differently, didn’t we? There was Advertising.  As we didn’t have the connected economy, the only way...

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Blowing your own trumpet?

by Phil Stubbs | @PhilStubbs14 | LinkedIn It’s not big and it’s not clever but social media is awash with self-proclaimed experts. Yes, I’ve covered this before but there’s so much blowing of one’s own trumpets by so many, I have an idea – all get together and see if...

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Why you Need to Merge not Align Sales and Marketing

by Tim Hughes | @Timothy_Hughes | LinkedIn In our research for the book Smarketing https://amzn.to/2u8e94f we looked at the current state of sales and marketing and the way that the empowered buyer was changing and impacting on those traditional roles. Before we dive...

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It’s time to get social in Q4

by Alex Low | @Alexander_Low | LinkedIn It’s that time of year. Wondering how on earth is it October. What happened to this year, how did it go so quickly. Can’t believe the Office Christmas party is being talked about. God, I hope that we...

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Programatic or programmatic

by Adam Gray | @AGSocialMedia | LinkedIn Let me begin by saying I am not an SEO expert. I understand the basics of SEO and I understand that it’s a science the requires a lot of study to master. I also understand that there are ways of sidestepping this study and...

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How We Revolutionised Sales with Social Selling

by Tim Hughes | @Timothy_Hughes | LinkedIn Adam and I are sitting in Singapore after onboarding "team DLA" out here in the Far East with our Programatic Social Selling approach. Against a back drop of a lack of leads and meetings for every company worldwide. We have...

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The greatest challenge of marketing beyond 2018

by Adam Gray | @AGSocialMedia | LinkedIn As Eric Schmidt once announced “now there is more data created in two days than there was from the beginning of human history through to 2003”…as it turns out the quote may or may not be accurate, but one thing we know is that...

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Why A Good Blog Isn’t Measured on Word Count

by Tim Hughes | @Timothy_Hughes | LinkedIn Here at Digital Leadership Associates (DLA) www.social-experts.net if you are a regular reader you know that we are big users of content marketing. Yesterday, the company being only 20 months round and we published our 400th...

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How a Social TV Show Exposed the Risks of Social Media

by Ian Moyse | @IMoyse | LinkedIn Anyone watch the recent ‘The Circle’Reality TV show?  Don’t blame you if you didn’t with so much reality program fodder out there. However, this one for me was of interest as it was focused totally on the Social Media world and posed...

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