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Why Social Selling Must Be Part Of Your Daily Routine

To Do ListI’m a social seller. It’s who I am when I go to bed at night. Social Selling is a part of my DNA, but I understand that others may not find it so intuitive. Many people out there have had old, out-of-date hard sales tactics drilled into them. The good news is that every one of them can become just as effective at social selling with dedicated, on-going training and strong support from management.

From all those salespeople trying to get a handle on a Social Selling routine, I tend to hear the same question over and over, asked in a hundred different ways: “What do you actually do all day?”

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Social Selling On LinkedIn: 10 Resources To Get You Started

Just about everybody is on LinkedIn today. Actually, that’s not an exaggeration. From a sales statistics report by Zachary Lukasiewicz at Lean-Launch:

96% of sales professionals use LinkedIn at least once a week and spend an average of 6 hours per week on LinkedIn.

So why are so many sales professionals spending so much time on Linkedin? Because it’s become one of the best social networks for reaching out to prospects. The following 10 Sales for Life posts will help you tap into that market and discover precisely how sales superstars are generating leads and building relationships on LinkedIn.

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Why e-Learning Isn’t Enough To Succeed At Social Selling

As a sales professional, continuous training is probably a regular part of your professional life. But when it comes to social selling learning, most sales organizations have either educated their sales professionals through an in-person, instructor-led workshop, or an e-learning program. But this either/or approach isn’t effective. Here’s why.

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Offline vs. Online Leads [Infographic]

Today, leads are typically originated from two main sources: online or offline. Each of these leads comes with a very different background based on the tactics used to generate them. They’re very different creatures, and as such they should be treated.

The following infographic by Salesforce breaks these traits down and describes the difference between offline and online leads, including those generated using Social Selling. How long does it take to convert an online lead vs. an offline one? What’s the average cost per contact by source? Why is response time critical to guarantee conversions? Take a look!

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One Sales Rep Proving That Social Selling Is A Marathon, Not A Short Race

The one thing that I have a personal passion for is learning from sales professionals that are doing extraordinary things with social selling.

Garrett Graston is no different. He is poised, polished and taking social media head on.

Check out the video below and hear Garrett’s story.

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Creating Legendary Content That Converts Prospects Into Sales

So often in sales we end up sharing content with our buyers that they simply don’t find relevant or valuable. This is because to really connect with our buyers, we first need to take a walk in their shoes. If our buyer has not even fully understood that they have a problem yet (early stage) but we are sharing client testimonials with them (late stage) they’re likely not to care. They don’t care due to the fundamental disconnect that exists between the buying stage that they’re at and the selling stage that our content speaks to. The following is a guide to understand the buyer’s funnel and which content is relevant at each stage. Read on!

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What Has Your Sales Training Done For You Lately?

SalesWe all have enrolled or been forced to take sales training sessions or seminars that we weren’t particularly excited about. So you arrive on the day of the training not overly passionate or engaged with what you are about to learn. Then, you spend hours in a session where there isn’t much point nor can you see how to apply this training to your daily routine. An hour into the program most adult learners will stop listening or even decide to spend the remainder of the session multitasking, checking emails, reviewing other work, or even updating their personal social networks. Sounds familiar, right?

In this day and age, training should be flexible, engaging, challenging, and more importantly actionable so that you can easily put what you have learned into practice. Every adult learner has different reasons for taking a new courses however, it’s important that your expectations are met and exceeded.

Here are the top 7 things a training session should do for you:

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Creating Legendary Content that Converts Pilgrim Prospects into Settled Sales

To really connect with buyers, you need to take a walk in their shoes. The journey begins with a single step but can rocket right to the close based on how compelling the story is for them. I’ll show you how to create content that leads them from one phase to the next along the way. Content can be both the medium and the message. Are you packed up and ready to rock? Here we go!

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Ensuring Social Selling Success: The Power of Triple Alignment

When you’re adopting social selling into your organization, you need approval from the executive team. But once you get the executive buy-in, then what? For social selling to succeed, there needs to be a triple alignment. In other words, three critical departments need to work together to ensure your social selling program’s success: the Sales Leadership, Marketing, and Sales Enablement (or training and development) departments.

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How One Sales Rep Makes 50% Of His Pipeline Come From Social Selling

Is it possible to build a HUGE pipeline through social selling? The short answer is yes, absolutely. Just ask Jeff Zelaya. In fact, 50% of his pipeline is from social selling!

Let that sink in.

Jeff is leading the charge on sales at Triblio, which helps B2B Marketers with content personalization. I had the chance to meet and interview Jeff earlier this year. What he told me was astounding!

Check out the video here to listen to Jeff and what he’s talking about.