Month: June 2014

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Blog Content Marketing Social Selling

6 Steps to Content Creation for Salespeople

6 Steps to Content Creation for Salespeople

Achieving success in the social selling world directly correlates to one thing above everything else: ENGAGEMENT.

As social sellers, we constantly seek to engage our buyers by providing them valuable information on an ongoing basis. In order to do this, we must have an ample amount of relevant content to share with our networks.

In content marketing, there are two main ways of gathering valuable content to share with your network; content creation and content curation.

Both are very important in an optimal content strategy mix but this post is going to solely focus on the steps you need to take to CREATE valuable content for your business network.

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#S4LSocial Blog

#S4LSocial: Automation – Time Saver or Turn-Off?

Social Selling With Twitter

One of the stated advantages of technology, in general, and social media, in particular, is that it allows sales professionals to become more productive.

Sales tasks that once required days or weeks – making connections, for example – can be distilled to mere hours, or minutes, or seconds through the use of essential social media platforms like LinkedIn and Twitter.

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Blog Success Stories

Social Selling Success Story: Small Biz Owner Uses Social Selling to Win HUGE Account

Wendy Chung

Social selling isn’t just for B2B sales professionals selling technology solutions. Find out how this culinary events company uses social selling to land a huge corporate account.

If you follow this blog, we’ve primarily focused on how corporate sales professionals in the B2B world are using social media to find leads and close more business.

I had some peers in the industry contact me and ask if social selling was just for B2B sales professionals selling technology or software. The short answer: it’s not. Anyone in sales can use social media to find potential buyers online and strike up conversations. You don’t need to be in any particular industry.

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Blog Social Selling

What Can Mr. Olympia, Phil Heath, Teach Us About Sales Discipline?

Mr. Olympia

Here are 5 lessons I learned from Phil Heath, Mr. Olympia, on setting goals and building discipline.

I’m waiting for my flight from Denver to Toronto, and Phil Heath and I are waiting in line to board.

Yet again, the flight gets delayed, so we start chatting. The flight is so delayed that we head up to the United Lounge and relax. What amazed me about our conversations was Phil’s philosophy around what makes people strive to become elite.

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Blog LinkedIn Social Selling

A Social Selling Tip for Account Management and Named Accounts

Social Selling Tip

Are you an Account Manager? Do you have a set of named accounts that you’re working?

Here is a really simple tip that’s going to help you with Social Selling: “Time is of the Essence”

LinkedIn is an account management GOLD MINE! I could (and will) write a book on what LinkedIn can offer your territory. For now, I’ll introduce you to a feature and strategy you can use immediately.

The tip I’ll provide has many other applications, but we’re going to focus on timing.

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Blog Social Selling

Do You Sell in Canada? On July 1st Your Email Marketing is DEAD!

Spam

If you run the sales or marketing department at a Canadian company, and you’re not terrified of CanSpam you should be.

Email marketing going to be dead soon. CanSpam takes effect Starting July 1st, and you should get ready to fraction off a huge part of your email marketing campaigns.

What does that mean for most companies?

1. You’ll chop your database down to a fraction of the size
2. You’ll stop buying email lists from Data.com, OneSource, DiscoverOrg (your favorite tools)
3. Your VP Marketing will panic about “how am I going to fill that void of lead flow”
4. Your sales reps will be pissed off they have less inbound leads
5. You’ll panic and start spending marketing $ in areas you might not have otherwise

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Blog Sales Advice Social Selling Q&A

Ask the Expert – Daily Social Selling Advice

Does Your Sales Training Have a “Learning Loop”?

We’re excited to introduce a new social selling resource: Daily Social Selling Q&A.

Here at Sales for Life we are constantly thinking up new ways to improve the service that we provide our valued clients. That is why we have recently included a brand new value-added service into our client offering called Ask the Social Selling Expert sessions.

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Blog sales training Social Selling

Does Your Sales Training Have a “Learning Loop”?

Sales Training

A Learning Loop is a process in which a sales rep is embarked in continuously education, and the loop helps sales rep move from one sales tip to the next.

Why is this important?

Let me focus on the problem first.

The average sales training program is a paper workbook, PowerPoint slides, ½ day workshops and maybe, maybe some video. Basically a sales rep is forced into a classroom setting, gets product or sales training shoved down their throat… and is expected to remember and implement immediately.

In reality, this does not translate into habitually routine. This does not transform their selling behavior. Training isn’t about knowledge transfer; training is about affecting change.

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#S4LSocial Blog

#S4LSocial: Connect or Sell? Or Both?

Social Selling With TwitterAs the Social Selling revolution continues to captivate the sales industry, the most successful and forward-thinking sales representatives utilize social media to connect and capture more business than ever previously imagined.

According to an oft-quoted statistic from Jim Keenan, a whopping 78 percent of sales people using social media outsell their peers who aren’t using social.

Think about that.

But the real question to ask is, “How is this accomplished?” If your primary goal is to use social media merely as a means to an end – a “connect and close” mentality – in all likelihood you probably don’t reside among the top-performing 78th percentile.

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