Category: Social Selling Training

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Blog Sales Enablement Social Selling Training

Why Reinforcement For Social Selling Leads To Sales Outcomes

If you’ve read the book The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell, you know the story of Wayne Gretzky, and how he became the greatest hockey player of all time. Every day after school, Wayne practised hockey on the rink that his father had created in their backyard. The book also talks about renowned musician Yo-Yo Ma, who spent hours practising his cello. What do these two have in common? They spent countless hours honing their craft, which is the catalyst to the 10,000 hours needed to become an expert at anything.

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Blog sales training Social Selling Training

How Social Selling Integrates With Your Existing Sales Training

No matter what sales methodology has been adopted by your organization, Social Selling can be easily integrated. Thanks to Xerox in 1967, and David Sandler in 1968, millions of sales professionals over the last 50 years have learned a structured sales process.

There have been multiple variations on how to approach a buyer, but in the last five years the buyer has evolved so dramatically, that it has left sales organizations scrambling! According to Forrester Research, 74% of today’s B2B buyers conduct more than half of their research online before making a purchase. The answer to this is Social Selling.

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Blog Sales Advice Social Selling Training

Shifting Core Performers To High Flyers For Better Quota Attainment

When you look at your sales force, do you have some sales professionals that are rock stars, while the rest of your sales team lags behind? The best sales enablement initiatives recognize there is a Pareto curve of successful people in the organization. However, the reality is that 10-20% of your sales team is probably making up 80% of your organization’s revenue. This is staggering.

Sales enablement is always looking to solve this problem, but it’s risky. Why? Your high flyers will always be high flyers. You can’t bottle what they’re doing, but what if they leave the company? You’re left with gaping holes in your business.

Great sales enablement leaders recognize that if only 10-20% of reps are crushing quota, you want to focus your efforts on shifting your core performers into top performers.

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Blog LinkedIn Social Selling Training

The 5-Step Guide To Increasing Your LinkedIn SSI Score By 20%

It’s almost 2016 and interruptive techniques like cold calling are as dead as disco. Sales leaders need to be looking for effective ways of enabling their team to drive pipeline and attain quota. But how do you do this when your buyers are on social?

Here’s my step by step process of how I got started in Social Selling and how I’ve used the LinkedIn SSI Score to gauge the success of my social efforts thus far (also how I managed to book a sales meeting with a Fortune 50 company without picking up the phone but I’ll save that story for another day).

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Blog Social Selling Training

Implementing Social Selling: 4 Things Nobody Dares To Speak About

4 Things Nobody Dares To Speak AboutWhile Social Selling gains steam and mindshare with company leaders, very few of them are approaching the subject in a strategic way.

Peter O’Neill of Forrester says it clearly, “Mandating that your sales teams use their social networks to meet sales goals will ultimately backfire! Instead, you must partner with your sales organization and put processes, tools, and content in place that will enable them to tap into their social networks without making dramatic changes to their existing work.”

Despite this, however, there are some glaring facts that many aren’t aware of on the implementation side. So, whether you’re in sales, marketing or enablement, the list below serves as your binoculars so that you enter into the world of Social Selling with more purpose.

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Blog Sales Process Social Selling Training

Implementing A Successful Social Selling Program: Overcoming 3 Major Challenges

Implementing A Successful Social Selling ProgramIn a recent webinar with The American Marketing Association (AMA), marketers from around the country were asked about their organizations were doing around Social Selling. For those of us that are in the Social Selling world, there were many positive signs.

For example, 20% of respondents indicated that they have plans to roll-out Social Selling while over 40% said that their sales professionals were dabbling in it. Asking this question even a year ago wouldn’t have seen numbers this high in either of these categories.

So as you begin to think about implementing your Social Selling strategies and programs, I’d like to provide you with three high-level obstacles that you’ll need to focus on and have plans to firmly address.

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Blog LinkedIn Social Selling Training

Does Having LinkedIn Sales Navigator Make You A Social Seller?

Does Having Linkedin Sales Navigator Make You A Social Seller?

We in the sales community need to learn how to separate skills and tools.

  • Does having a phone make you a great cold caller?
  • Does having CRM make you a better salesperson?
  • And similarly, does having LinkedIn Sales Navigator make you a social seller?

Having LinkedIn Sales Navigator alone doesn’t make anyone a social seller. Sales Navigator is a fantastic tool – it helps speed up some tasks that take longer using the free version of LinkedIn. But, questions still persist.

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Blog Social Selling Training

Before And After: The Transformation Of Two Social Sellers

The Transformation of Two Social SellersIf you’ve been following this blog or just following Social Selling in the market overall, you’ll know that it has caused a lot of buzz, energy and excitement.

But it’s also created confusion amongst some in sales, marketing, enablement, and beyond. And it’s understandable why; there is a lot of info on the possibilities and real-life stories of those that are practitioners.

“I produced 9 new sales equating over $262,565.00 in new revenue over the past 3 months that I would not have had otherwise.” – Keith Gill

Today we present the stories of two sales professionals who talk about their personal stories with social below. Their results aren’t random. They’ve followed a prescriptive process that’s now fully integrated within their overall sales process.

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Blog sales training Social Selling Training

Why Product Training For Sales Is Ineffective

Why Product Training For Sales Is IneffectiveThere’s a huge problem that I’ve noticed time and time again with most sales kickoffs.

At these events, the sales leadership and sales enablement teams are spending two to three days on company product training. This means that the majority of time is spent diving deep into the minute details of your own products and services. Now you may be thinking that this is a positive thing, and may be wondering what’s wrong with this picture?

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Blog Infographics sales training Social Selling Training

How Continuous Training Can Boost Your Sales Employees’ Performance By 50% [Infographic]

Training that is up to date, continuous and addresses your sales team’s challenges gives you a competitive advantage. The benefits have been proven. When sales training is done right, it accelerates revenue and provides 50% higher net sales per employee.

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