Category: Social Selling in 60 Seconds

Everything we do as sales professionals is about context. There has to be a right place and a right time for everything. Do you agree with this?

I don’t think it helps when we present concepts and ideas to people when they’re not ready. Sure, we can communicate with them, but ideal the interaction should be in a way that’s meaningful and adds value to their life.

Pitching is one thing and adding value is another. Shifting a buyer’s priorities is brutally difficult. When is the last time someone just agreed with everything you said? These blue bird deals happen only so often. Beyond that, it’s our job to help shape and shift the buyer’s mindset.

So, why not be contextual and relevant in the way we do it?

It’s interesting to see how we all crave the comfort of social groups. However, in that quest for comfort, are you willing to let go and shed your own personality?

I’m back from my interview with Sander Biehn about his new book, The 30 Year Paycheck, I started to realize the ultimate truth about most sales people. It has nothing to do with numbers, quota, training, experience, and so on.

It has to do with personality. Are you as a sales person comfortable in your own skin? I believe everything stems from this. If you’re not, it will always show in your work.

Cultivating relationships with colleagues is important, but don’t forget about investing in personal branding and buyer relationships.

All hail the Happy Hour!

We’ve all worked for companies where we invest a lot of time in building and nurturing relationships with colleagues, peers, managers, executives and the like. A lot of these extra-curricular activities take place outside of work hours.

If you’re a B2B sales professional, you might be involved in going out for dinners, happy hours, joining sports teams, and so on. While this is a great way to spend time, we forget that we can also invest time in buyer relationships.

Here are some of the top LinkedIn tips for social selling we’ve shared on video.

Over the past year, we’ve shared a number of LinkedIn tips through our weekly Social Selling in 60 Seconds, from how to organize your profile, to getting your LinkedIn content viewed and more.

Since using LinkedIn is such an integral part of social selling, we’ve gone through our videos again to curate 10 of the top LinkedIn tips we’ve shared in the past via video blog posts.

Do you add value to buyers by challenging them to think differently, or do you just agree with everything they say?

Blog post ideas come from everywhere, including amazing and insightful conversations with people you’ve never talked to. I recently had a great conversation with Justin Michael, a Director of Sales at Crowdsource, and we were talking about how we both love the book The Challenger Sale (a must-read for sales and marketing professionals in my opinion).