Category: Social Selling in 60 Seconds

Categories
Blog Sales Sales Advice Social Selling Social Selling in 60 Seconds

One Killer Sales Tip: Help Buyers Always, In All Ways

By far, one of the questions I’m asked most frequently is “what is your social selling philosophy?”

And although the answer is so simple to me, it baffles people. In today’s day and age, we think that there has to be a complicated reason for something, or even a convoluted method that others are doing that make them really successful.

The reality, my friends, couldn’t be further from the truth.

Want my philosophy? It’s right there in the title: help buyers always, in all ways. Although simple sounding, it requires you to make a radical shift in mindset.

Check out this video to see what I’m talking about.

Continue reading “One Killer Sales Tip: Help Buyers Always, In All Ways”
Categories
Blog Sales 2.0 Sales Advice Social Selling Social Selling in 60 Seconds

Does Your Company Have What It Needs For Social Selling Success?

Welcome to the Social Hierarchy of Organizational Needs. This is a reverse-engineering of Maslow’s Hierarchy to represent the order of importance of different elements to Social Selling success.

If you’re a sales professional, sales leader, marketing guru or sales enablement champion within your organization, PLEASE forward this to your team!

The Social Hierarchy of Organizational Needs was created to highlight the vital elements for Social Selling success. Following this structure, but in a different sequential order can mean misalignment towards any long-term organizational change.

Continue reading “Does Your Company Have What It Needs For Social Selling Success?”
Categories
Blog Sales Social Selling Social Selling in 60 Seconds

From Sales Rep To Thought Leader: Standing Out From The Rest

Thought leader. There, I said it.

The term has caught a BEATING lately by self-styled gurus. But what they fail to see, I hope you understand here from a sales professional perspective.

What Is a Thought Leader? A thought leader, simply put, is a person that knows their craft really, really well.

Continue reading “From Sales Rep To Thought Leader: Standing Out From The Rest”
Categories
Blog Social Selling in 60 Seconds Social Selling Tools

No Tarot Cards Needed: Uncover Your Network’s Trends With Nuzzel

I’m a lover of Newsle. This was the most “no-brainer” tool that was purchased by LinkedIn. Newsle provides you with PR information on any of your 1st degree LinkedIn connections and Facebook friends.

Problem: it left out Twitter. This is where Nuzzel comes to the rescue.

Continue reading “No Tarot Cards Needed: Uncover Your Network’s Trends With Nuzzel”
Categories
Blog LinkedIn Social Selling Social Selling in 60 Seconds

The Road to 4,000 LinkedIn Connections

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”.

Continue reading “The Road to 4,000 LinkedIn Connections”
Categories
Blog Marketing Management Sales Sales Advice Sales Management Social Selling Social Selling in 60 Seconds

3 Reasons Why Sales Shouldn’t Wait For Marketing! (Video)

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.

Continue reading “3 Reasons Why Sales Shouldn’t Wait For Marketing! (Video)”
Categories
Blog Sales Advice Sales Inspiration Social Selling in 60 Seconds

What’s The Secret To TOP Sales Success? Hint: It Starts With Overcoming Your Fears! (Video)

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.

Continue reading “What’s The Secret To TOP Sales Success? Hint: It Starts With Overcoming Your Fears! (Video)”
Categories
Blog Social Selling Social Selling in 60 Seconds

The Ideal LinkedIn Profile: 3 Elements You Can’t Ignore

Banner Social Selling

I always get this question: What does an ideal LinkedIn profile look like? Check out Mario Martinez Jr.’s profile, VP of Sales at PGI.

What makes his LinkedIn profile stand out are 3 key elements:

Continue reading “The Ideal LinkedIn Profile: 3 Elements You Can’t Ignore”
Categories
Blog Sales Advice Social Selling Social Selling in 60 Seconds

3 Ways Not To “Pitch” When Social Selling

Police Tapes

I read this great blog the other day by Barbara Giamanco and she mentioned a term that I instantly loved, the feature dump.

It got me thinking about how sales professionals routinely fall into the trap of giving a speech about the features of our products and services (with a smattering of benefits). And as you start using social media more as a part of your sales routine, there are some ways you shouldn’t pitch.

Continue reading “3 Ways Not To “Pitch” When Social Selling”
Categories
Blog Sales Advice Social Selling in 60 Seconds

Losing your Gen Y sales talent? YOU WILL!

Gen Y = any sales professional on your team born after 1980. That makes your oldest Gen Y 34 years old.

Do you know what’s different about them (I’m 36 years old, so I’m like a hybrid), that from you?

You got your first cell phone AFTER University, had to use a shared computer lab to check email (maybe – or you didn’t have email) and Social Media DID NOT come naturally.

Continue reading “Losing your Gen Y sales talent? YOU WILL!”