Social Selling

07 May: Leveraging Relationships – It’s More Than Just LinkedIn

As we wrote a couple weeks ago in our blog post Don’t Take Short Cuts With Social Selling meaningful relationships can be a great source for generating leads and accelerating sales cycles. These relationships aren’t simply created by sending a single tweet or InMail message though. Jill Rowley nailed it on the head when she recently tweeted “Social Selling is building RELATIONSHIPS; not amassing followers”. Whether it is life-long friends, family members, past and current co-workers or business acquaintances, you’re surrounded by connections. Companies also recognize the potential of connections when it comes to business development – searching LinkedIn accounts and profiles…

15 Apr: Don’t Take Shortcuts with Social Selling

Over the past year, social selling has become a hot topic in many business conversations. Selling is no longer about being an interrupter – people don’t often appreciate cold calls that interrupt their lives and work schedules. Now, the emphasis is on identifying and nurturing relationships so you are there when it matters most to clients, instead of only reaching out when it is most convenient for you. Nurturing business relationships isn’t anything new. What has changed though, is the emergence of social media over the past 5 years and how it has helped eliminate the barriers of connecting with…

09 Jul: Why Social Selling Is A Must-Have Skill

Long before the internet and social media, people bought and sold products and services in social ways. Consumers asked their friends, families and neighbors for advice and recommendations before they made big purchases over the phone or in person. Distraught customers found solace in drafting firm letters of disappointment for manufacturers and community papers. Sales professionals needed sharp “people skills” and the confidence to knock on strangers’ doors, drum up conversations, make the prospects kid like them and convince people that they needed whatever it was they were selling. Sales has always been social at its core. Or at least,…

17 Jun: New Slideshare – Social Selling: What Everyone Needs to Know

What’s changed in sales? Oh, just everything. 15 years ago almost all B2B sales started with a phone call. Today, most start with a prospect using Google. These dramatic shifts can be seen through the whole sales process, but one constant is the importance of relationships. Take a flip through our latest Slideshare to learn what everyone needs to know about how social selling can take your sales team from good to great.

21 May: Five Smart Reasons to Link Social Selling and Your CRM

Earlier this week, one of my many psychology newsletters subscriptions sent me an interesting article from the economist Garett Jones of George Mason University on “National IQ and National Productivity,” which essentially shows that a nation’s intelligence level is associated with a number of important economic outcomes. In a nutshell, the article essentially showed that nations with smarter people are the nations that rule the world. This idea might seem obvious to you, but it isn’t to most managers or sales teams. One might say, “Of course, I’d love to have a smarter team but I have to deal with…

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14 May: How The Best Sales People Are Preparing For The Future

A few months ago, I came across Huvr, a hoverboard that would change the way we transport ourselves from one location to the next. The hoverboard was promoted and backed by everyone from Mark Cuban to Terrell Owens. It was written about by almost every technology blog on the web and was the most talked about product on Facebook and Twitter for an entire day. I was ready to pull out the credit card and make the purchase. I was ready to unleash my inner Marty McFly. That is, until the hype died down and it was announced that Huvr…

08 May: How To Keep Your Business Relationships On Track

It’s easy to get caught up in the day-to-day hustle and bustle of your work and take your long-term business relationships for granted. It’s easy to forget about the client who signed on when you barely had a product and risked it all to be one of your first beta customers. Don’t take your relationships for granted. Have you been too busy to connect with your client? It’s time to make time and recognize that relationships are all we have in business. The relationships we make today are the relationships that help us tomorrow. It’s the relationships you developed years…

29 Apr: Four Ways The Best Social Sellers Maintain Strong Long-Term Relationships

Selling has always revolved around relationships. The best sales pros in the business understand the important role relationships play in sales success, especially in social selling. In fact, more than 90% of the top sales professionals believe that their relationships are the number one contributor of their success. The question then becomes, how can you make relationships that last? The best professional relationships aren’t those that last for a day, the best relationships last for years to come. It’s these relationships that help careers turn into great ones and help opportunities turn into successes. Maintaining and establishing long term relationships…

22 Apr: Why Sales Leaders Are Falling In Love With Social Selling

Have you ever thought about using social media to make the first contact to a prospect or lead rather than email? I know I didn’t until I was chatting with a colleague who mentioned he was seeing a 50% better response rate. While I don’t have any formal research on that concept, I’m quickly realizing that the way we do business is changing faster than I may have originally thought. I was watching a video from Jill Konrath on the Rise Of Social Selling just a few weeks ago and something she said stood out to me. She said: “Sellers…

14 Apr: Cut The Excuses: These Two Studies Show Why Social Selling Works

Over the last few years, there has been a shift in the business world. It used to be that you could run a few ad campaigns, start cold calling, hop on a plane, go golfing, have a couple drinks and close a six or seven figure deal. Since then, the internet and technology as a whole has changed the way we sell. Prospects and leads have gotten much smarter and more skeptical of sales professionals and marketers. They are now able to research your business before you reach out to them and can point out what’s crap and what’s quality…