There is a ton of talk about Social Selling in the market. If you’re in sales or marketing today, there doesn’t appear to be a shortage of it. Sales people are offering tips, trainers are offering workshops, companies are sitting back and wondering what to do.
Just a little over a quarter of a century ago, a little pamphlet called The 7 Habits of Highly Effective People sold 25 million copies and introduced the world to the concept of the “paradigm shift” and the three stages of the “upward spiral,” which are Learn, Commit, Do.
I love prospecting. That sounds crazy, right? Most people in sales would rather be out shaking hands, doing demos, even filling out their expense accounts. Prospecting! The word itself typically conjures up a feeling of dread at the thought of spending hours on the phone to little avail.
Your buyer has a business issue but they’ve already made a conscious buying decision, so how do you make sure your solution is the right solution? As the sales rep, your job is to assist and provide informed knowledge to the buyer, proving that you understand their business’ pain points. Even more so online where information is flowing in one ear and out the other. The question that arises is, how do you demonstrate knowledge to your buyers?
I was recently part of a LinkedIn discussion that questioned whether mentorship training was important to an overall sales training program. My answer? Mentorship training is absolutely an important and necessary component of an effective sales training curriculum.
Whether it’s Management, Sales, Enablement or Marketing, one of the most frequently asked questions we get is: what does a successful Social Selling program look like?
It’s a really good and fair question because as professionals we’re always trying to work with the end in mind. We need to have a point of reference or success case outcomes that we can emulate in our organizations.
Have you heard that phrase “a guy’s guy”? Dale is the “sales guy’s sales guy”. And I mean that with all due respect. He’s good at what he does because he’s got a lot of passion for his craft. He lives and breathes this profession.
It was with the most positive of expectations that I invited Dr. Elijah Wong of the Sales Management Executive Council to my show, The Social Influencer Series.
Dr. Wong is a legend. After being the youngest human to climb Mount Everest (at the age of 18) and swimming across the Atlantic Ocean (at the age of 23), he began his life-long mission to study B2B buyer and seller behavior.