Categories
Blog Social Selling in 60 Seconds

Do You Have Permission to Pitch? (Video)

Do we wait around for permission slips to pitch? Of course not!

Whatever you do in life, you do it largely because it’ll help and benefit you.

When we cold call, our main goal is very simple to understand. No fancy math or special PhDs are required. We have something to sell, we try to convince the person on the phone of its value, and proceed to close a next step (whether that’s a meeting, demo time, or closing a sale).

I don’t foresee this changing anytime soon.

Categories
Blog Social Selling Social Selling in 60 Seconds

Are You Waiting to be Picked, Or Will You Pick Yourself? (Video)

Pick Yourself

When it comes to sales, one of the greatest moves we can make is to stop waiting for permission and to pick yourself to get things done ourselves.

This blog is inspired by a video I saw of Seth Godin (watch it here).

If you think that this topic doesn’t have any relevance or have anything to do with you in particular, you’d be dead wrong. This has everything to do with what you do, how you do it, when you do it and has drastic implications on the direction of your career.

Categories
Blog Social Selling in 60 Seconds

The Social Selling Full Monty (Video)

Social SellerLights, camera, action! All eyes are on you. It’s time to go full monty!

Welcome to living the sales life on the razor’s edge. Now that you’re on social media, you’re going to have people looking at you. You can’t avoid it.

Are you ready for criticism? It’s going to be coming from prospects and buyers. Are you ready for peers and colleagues to criticize you? How about industry insiders and people who are going to look at you like you’re too naïve, like you just don’t know what the heck you’re talking about? This isn’t a game!

Categories
Blog Sales Advice Social Selling Social Selling in 60 Seconds

A Few Bad Apples in Sales (Video)

Social SellerA few bad apples spoil the bunch. Have you heard that saying before?

Here’s the problem. We’re the rotten apples that this saying is talking about! In the world of sales, we’ve taken too many liberties with our buyers. Quite frankly, we’ve treated them like dirt. Although this isn’t entirely all our fault, the sheer fact that we’ve participated and gone along with this way of doing things has put us here.

Again, I’m not blaming YOU per se… I’m blaming the ENTIRE system. We’re all part and parcel of this wonderful sales industry. But, why is it that buyers want to escape us? Could it be that we’ve been too disrespectful of their time and space? As my friends in Minnesota would say, “You betcha!”.

Categories
Blog Social Selling in 60 Seconds

Don’t Ask Me What I Think! (Video)

Don’t ask the buyer what they think. Add value to the conversation by providing relevant content that will help their buying decision instead.

Put yourself in the shoes of a buyer. Do you really think you’re the only game in town? Of course you don’t. So then why act like you are?

There’s a challenge we all have at some point in the buying cycle (notice how I said “buying cycle” and not sales cycle? Read more about that important vocabulary change here).

We know that potential buyers will hardly play by our rules and timelines. Why should they? They’re comfortable moving at their own pace. Promises of quarter-end deals can only go so far. So how can you get their attention?

Categories
Blog Social Selling Social Selling in 60 Seconds

Use Topsy to Identify Prospects (Video)

Identify ProspectsIn today’s video I’m going to teach you one simple tip to start identifying prospects. Sounds crazy, but it’s true.

Think about what you do when you cold call: you’re trying to establish interest. How often do you need to call and how much time do you need to spend to get to ONE PERSON that is interested in exactly what you have to offer? That’s a rhetorical question, no need to answer.

Then consider the fact that there is a river of qualified buyers for what you have to offer and you’re not able to discover it. How can you get a hold of them? One way is Twitter.

Twitter isn’t just to share your LOLs and SMHs anymore. It’s a place where real business discussions are happening. If you haven’t tried it, I’d highly recommend you do so. And here’s a quick tip on how to get started.

Watch the video to learn more.

Categories
Blog sales training Social Selling Social Selling in 60 Seconds

Social Selling Workshops Suck (Video)

LinkedIn WorkshopsHave you been training your sales reps in face-to-face 1/2 day or full-day LinkedIn workshops? STOP! FAIL!

There will be NO retention after 2 weeks.

You need to think about social selling as an evolution to selling. Learning social selling requires more than just half a day or one day of LinkedIn training through a workshop. You need to serve your tips, tricks and tactics in digital bite-sized chunks to your sales teams so they can better retain and digest them.

Watch the video below to find out more.