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.
In this edition of The Social Tool Series, I had the opportunity to sit down with Jeff Russo of HubSpot. Jeff is a Product Marketing Manager there and showed me the high-level possibilities of their CRM platform and sales insight tool called Sidekick.
For those of you that know HubSpot, you know them as a market leader in the Marketing Automation space. But did you know about HubSpot’s sales platform?
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.
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.
So, you’re thinking about social selling and wondering “where do I start?” or “where do I navigate?” Fear not, you’ve come to the right place.
How you drive toward social selling will depend on which departmental view you have. Marketing, Enablement, Sales and Management all approach the topic of social media and social selling differently (no surprises). Each has an agenda and often times they’re at loggerheads because goals can seem contradictory.
I’ll be writing much more about the perspective of each in upcoming blogs but I wanted to start planting the seeds of initiation now.
For now, let’s jump in and start looking at some of the tactical things you’ll need to think about before implementing social selling at your company.
Grant Cardone is one of my favorite sales leaders and while watching one of his videos, I learned his perspective on how a sale is earned. What makes the buyer purchase? What makes them pull the trigger with you, specifically? Here is his simple yet profound calculation:
Here’s a novel concept: let’s listen to our buyers!
From the day we contemplated joining the sales profession right down to today, our Managers, Directors and VP’s have always emphasized the importance of listening. “Get to know your buyers”, we’ve heard. And “Know their likes and dislikes” and even “get to know them personally”.
And how about these catchy phrases?
“Listen more. Talk less.” Or how about “You’ve got 2 ears and 1 mouth. Listen twice as much as you speak.”?
You’ve read the headline, it makes a bold claim. And I’m here to back it up.
Our time is the only asset that matters most. We want more of it, but most of us just want better control of it. In a world of infinite content sources, distractions, toys and noise, all we want is our time.
Why? Because we’re being yanked in 18 directions in every single moment! We are, single-handedly, the most information-driven generation in the history of human civilization.
Check out this video to see what I’m talking about.
I’ve called this post the “Double Whammy” but it can also be called a paradox or dichotomy.
So what’s the double whammy? It’s that customers are sick and tired of being cold called and sales reps are equally as exhausted when asked to cold call. Do we still have to do it? Yes, we do.
Check out this quick video to see what I’m talking about.
With 2015 firmly upon us, an increasing number of sales professionals around the world will start to study social selling as a way to find, educate and engage with buyers.
Here is a list of 10 practical tips you can use to get started on your journey. You don’t have to turn into a world-class social seller overnight; you can start slow. Without further ado, let’s jump in!
Sales for Life was founded with one goal – to become the most trusted sales resource for its customers. During our journey, we’ve had the privilege of serving thousands of sales professionals and leaders around the world, from start-ups to Fortune 50 corporations.
