I remember when I started training B2B companies on leveraging LinkedIn for lead generation. At that time, in 2011, I had 500 or so LinkedIn connections. I was very strong at leveraging LinkedIn as a 1 way communication tool to book net new opportunities. In 2011, this was radically different than what 99.9% of sales professionals were doing. At that time, LinkedIn was truly a repository for resumes, and I was amongst a small minority using LinkedIn in conjunction to phone and email. I feel privileged to be an early pioneer in what is now call “Social Selling”.
The one thing we hear consistently from the sales pros we train is that they want to share content but want it delivered to them on a silver platter. Below are 3 reasons you’ll want to remember if this is the case!
Before I begin, a special note for our friends in marketing: this isn’t meant to be a dig at you. It’s meant to help the sales pros in your company start with the habit of sharing content.
Both business-to-business (B2B) and business-to-customer (B2C) sales previously involved cold calling and uncomfortable rejection from strangers. With the advent of Social Selling, however, a new method for success has mirrored the rise of social media and digital business relationships. Social Selling involves building integrity-based relationships with buyers and prospects to achieve these key goals:
As the 2014 holiday season goes into overdrive, it’s time to take a step back and see where we’ll be at the other end of it, when 2015 arrives. Productivity tends to drop during these two months as colleagues struggle to claim the last of their carryover vacation time and family obligations take center stage. That’s why now is the perfect time to do some research and get the jump on the competition by paying attention to these trends and predictions from social selling experts.
It’s every company’s nightmare scenario, and an all-too-common one. The sales team doesn’t “get” what the marketing team is up to, and the marketing team doesn’t appreciate the sales team’s efforts either. But without one, the other can’t function. Here are some things you can do to get these teams seeing eye to eye.
Mobile phones have become like an appendage for most people today. Not only do they keep us connected with the modern world 24/7 via phone and email, with the invention of mobiles apps there is literally now nothing they can’t do. Playing music, video conferencing, flying a drone helicopter… these are just a few of the limitless functions that mobile phones are now capable of executing.
Don’t worry, be happy.
Let me give you some background. Us wonderful sales professionals are constantly worried. Worried about quota/targets, meetings, pipeline, closing the deal, you name it! It’s enough to make us want to develop a habit of biting our nails.
And now that social selling is in the picture, the majority of us worry about what to say, how to say it, when to say it, who to say it to, you get the picture. But I’m here to assure you that all worrying does is lead to fear. And this fear will stop you dead in your tracks!
You see amigos/amigas, the fear is all in your head. Do what I suggest here and I promise you that you’ll be unstoppable. Before I begin, let me say this: I’m not promising incredible results – if that’s your expectation then I respectfully question your understanding of our sales profession.
Watch the video below to learn more.
Social Selling become an integral part of business strategy for companies both big and small in 2014, and it looks like the trend is going to continue into the future. According to a recent survey by Aberdeen, 72.6% of salespeople using Social Selling as part of their sales process outperformed their sales peers and exceeded quota 23% more often.
One of my bucket list items is to appear on the television show Renovation Realities.
For the uninitiated, this program profiles ordinary people attempting to perform home improvements of varying degree of difficulty – often with hilarious, read: disastrous, results.
This is pretty simple. We’ve worked with 45,000 sales reps in over 200 companies.
We measure (using their CRM) the effectiveness that sales education, specifically Social Selling, has on each sales rep over 1 year.