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#S4LSocial Blog Sales Advice Social Selling

Twitter Success: How To Score More Sales In Less Than 140 Characters

Twitter Chickens

With more than 500 million tweets sent each day from an average active monthly user base of 271 million people (and growing), Twitter can seem a bit daunting, even for long-time users.

But, as the largest source of third-party content in the world, can you afford NOT to join the party?

As an endless stream of news, videos, infographics, e-books, webinars, memes, and more, Twitter is teeming with information.

While it may appear that everyone is seemingly clamoring for attention at the world’s largest social conversation, your buyers and prospects turn to Twitter to gather and share this perpetual font of knowledge.

What’s the bottom line? Twitter can help you sell more.

Here are six actionable tips to help you sift through all of the noise and engage your clients and hot prospects.

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#S4LSocial Blog

How to Sell on Social Media: When To Pull The Trigger

The advent of social media has fundamentally and permanently changed the sales process. Given the behavior of today’s buyer, savvy sales professionals increasingly turn to social platforms as a healthy source of potential prospects.

How to Sell on Social Media
Gone are the days of information asymmetry, outdated sales transactions where one party (usually the salesperson) has more or better information than the other (i.e., the buyer).

Today’s buyer is better informed and better educated about your product or solution before s/he contacts you, the sales professional.

Statistics show that the buyer’s journey can be as much as 90 percent completed before s/he ever thinks about interacting with a sales person.

As 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.

But, how exactly is this accomplished? Here are three simple steps that describe the transformative process of “Social Selling,” or how to use social media to generate revenue:

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#S4LSocial Blog

What To Do When Your Content Cupboard Is Bare?

It’s not just a bad dream – the type where you wake up in a cold sweat, heart pounding, with a feeling of impending doom. When your content cupboard is bare, you feel naked and exposed before your audience.

Cupcakes

For sales professionals, the content equation can seem both uncomfortable and overwhelming at times.

Content is the life blood of social selling. Without a constant source of relevant and helpful content, your prospects and potential buyers will wither on the vine and die like spoiled fruit.

Feeling an increased pressure to provide value to prospects and buyers during all stages of their buying journey, sales professionals must avoid any interruptions in their content stream or risk alienating their target audience.

Here are three strategies to fill any content chasm and help position you as a continuous, supportive resource to your buyer:

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Vanity Metrics vs. Real Social Selling KPIs – Avoiding Fool’s Gold

One should never establish any program or initiative unless the outcome can be measured. But, what happens when the metric is unreliable?

Social Selling Analytics

A common challenge facing industry professionals today is measuring the ROI of social media. Unfortunately, conventionally accepted methods rely upon faulty logic and reasoning and ultimately provide nothing of true value.

Metrics must have substance and should actually yield useful data that benchmark a specific result or action. Otherwise, your yardstick is nothing more than fool’s gold, which led to the ruin of many well-intentioned prospectors during the US gold rush of the mid-1800s.

Don’t make the same mistake by utilizing today’s social media iron pyrite: vanity metrics.

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How To Choose the Right Social Selling Tools

Right Social Selling Tools

Selecting the right tool may not guarantee Social Selling success, but using the wrong pro tool may spell disaster – for both you and your organization.

In theory, tools are supposed to make our life as a social seller easier.

The right tool can increase our productivity through automation by freeing time that was previously spent on mundane, repetitive tasks.

The right tool can gather essential information in a faster and more efficient manner.

But what are the criteria for choosing a pro tool? Here are 6 fundamental questions I consider when evaluating a new pro tool for our team:

Does it Solve the Problem

Full disclosure: I have a strong affinity for shiny new objects, but that type of thinking will distract you from your purpose. The only KPIs that matter when selecting pro tools: 1) What am I trying to accomplish? and 2) What problem does this tool solve for me beyond the obvious fact that it saves me time? Unless automation is your sole objective, dig deeper.

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Social Selling: Lead Generation Secrets

Lead Generation Secrets

Leads are the lifeblood of the modern sales professional. What happens when the well runs dry?

Ask any sales professional to describe his/her ideal working environment and among the top responses (after every deal is a whopper and it always closes) is an endless supply of sales qualified leads.

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#S4LSocial Blog

Do LinkedIn Connections Matter?

Social Selling With Twitter

Sales professionals are obsessed with numbers. Unfortunately, their focus is not always on the numbers that truly matter.

Nearly every sales professional can recite the nuances of the most complex compensation plan, including commission structure, tiers, bonus clauses, and accelerated payouts.

Because, in their mind, compensation is a reward for performance. And that bottom line number is the only number that matters.

What about the effort it takes to achieve the coveted compensation target?

An old business axiom tells us to “work smarter, not harder.” In an industry that is notorious for looking for shortcuts to success, many sales pros miss the easiest shortcut of all: the power of their LinkedIn network.

Surprisingly, sales professionals continue to operate their LinkedIn network as a closed system – much like their Facebook page – inviting only people they know intimately – friends, family, and colleagues.

They actually have more connections/friends on Facebook than LinkedIn – a clear demonstration of where their priorities lie.

Sales professionals must think differently about their LinkedIn network.

LinkedIn is the equivalent of your digital business card. When you meet people, you should look to forge a digital connection on LinkedIn.

Opening your LinkedIn network will have a cumulative effect: as the number of connections increase and you utilize the LinkedIn publishing platform, more people will see, be influenced by, and share your content.

That shared content will, in turn, be seen, liked, and shared by the connections in your advocate network (your current second and third degree connections), which most likely includes champions and decision makers at companies you’ve been trying to access.

Savvy sales professionals will tap these expanded networks for introductions, or leverage them for further conversations.

Consider this: if you initiate five new conversations on LinkedIn per business day, that’s 1200 potential new opportunities per year.

If only 10 percent of those opportunities convert, that’s 120 net new pipeline opportunities – all because of an expanded LinkedIn network.

For sales professionals, that’s a bottom line number that matters.

To learn more about the value of an effective LinkedIn network, we hosted a new edition of our weekly #S4LSocial Twitter chat, which continues every Wednesday at 12 p.m. ET.

Here’s a transcript of the chat, including some of the best tweets:

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#S4LSocial Blog Sales Advice Social Selling

#S4LSocial: And Here’s the Pitch…

Social Selling With Twitter

You’re invited to throw out the ceremonial first pitch at a Major League Baseball game. How do you prepare for the moment when a crowded stadium is watching you?

Some people, even those with prior baseball experience, will crumble under the pressure.

What should be a routine act – throwing a baseball 60 feet – morphs into an embarrassing situation where the ball sails over the catcher, or worse yet, falls woefully short and rolls meekly towards home plate.

Others rise to the challenge and deliver the pitch right over the plate, like they’ve been playing the game their whole lives – even if they haven’t.

The difference? Preparation and practice.

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#S4LSocial: Be the Buyer

Social Selling With TwitterIn every transaction, there is a buyer and a seller. Who would you rather be?

There is a quantum shift in the way buyers and sellers communicate.

Gone are the days of information asymmetry, outdated sales transactions where one party (usually the salesperson) has more or better information than the other (i.e., the buyer).

Today’s buyer is better informed and better educated about your product or solution before s/he contacts you, the sales professional.

Statistics show that the buyer’s journey can be as much as 90 percent completed before s/he ever thinks about interacting with a sales person.

And for sales professionals, who crave complete control of the buying process, this is a frightening concept.

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#S4LSocial Blog

#S4LSocial: Are You a Brandito?

Social Selling With TwitterConfidence is a personality trait all successful sales professionals inherently possess. But, what happens when confidence morphs into entitlement and narcissism?

At Sales for Life, we teach the importance of building your personal brand as an integral component of our 12 step social selling routine.

Over time, your audience will look to you for opinions, information, and answers to their complex business challenges.

That’s powerful.

However, as LinkedIn networks grow, Twitter followers accumulate, and Klout scores increase, sales professionals are tempted to become a Brandito.

A Brandito is not a social seller. A Brandito is consumed with building his/her personal brand at the expense of all others, including the buyer.