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Co-Authored by Social Sales Expert Jim Keenan Sydney, the CEO of a mid-size advertising company was sitting in her office, when she got a call from one of her vendors. Her sales rep, Mike wanted to talk about his new offering.
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In the social selling world, content has undeniably become the key to marketing strategy. Marketers are constantly thinking about best practices for using Twitter, LinkedIn, Facebook, Google+ and other platforms to attract potential prospects. In the words of Tom Martin, who recently hosted a webinar for Oktopost, the B2B social media marketing platform, “Content is the door opener. It’s the way to get buyers to first identify themselves – by either reading, clicking on, sharing or engaging with it.” Content plays a vital role in starting any conversation in the social selling environment.Read more at http://www.business2community.com/content-marketing/social-selling-meets-content-marketing-0698084#dJBfWGbeZRF6uYgB.99
Do salespeople in different roles (e.g., strategic accounts, geographic, inside sales) and with different levels of experience have different perspectives on selling?
Most sales experts mistakenly believe that growing buyer access to social platforms and collaborative websites has substantially shortened the sales cycle, when in fact – the exact opposite is true.
With billions of Facebook likes and comments per day, millions of LinkedIn actively monthly users, and thousands of Tweets sent every second, the sales cycle has actually elongated. Prior to the social era, buyers had no choice except to be “visible,” and turn to salespeople for product information.
Fast-forward to 2013, and you’ll find a digital marketplace brimming with “invisible” buyers who increasingly use social networks to conduct pre-purchase research. Social selling has rapidly gained influence as a powerful B2B strategy for building customer relationships, as well as generating sales opportunities
One of best pieces of advice I got as I grew up was to always find ways to work smarter and not harder. By leveraging people, technology and other resources in a smarter way you have the opportunity to have a much larger impact than if you just worked harder in a vacuume. In the 2013 research by the Sales Benchmark Index they tell a story of two very real sales people (names have been changed to protect the innocent) and how they approach their sales career.
"Old school" selling versus "social selling". What approach is more effective?
The point is that social media is a teeny tiny reflection of what happens in day-to-day life. In Jonah Berger's Contagious, he makes the salient point that only 7% of word of mouth happens online
Research shows that reps can save up to 30-minutes per day using CRM integrations and that effective use of sales intelligence can make a rep 17% more productive. Just imagine what adding mobile CRM integration between LinkedIn and...
A panel of esteemed experts will provide practical social selling tips at the popular salesforce.com conference, Dreamforce 2013.
Social sites were rather slow to catch on in Germany, but things are changing.
LinkedIn is gaining traction in Germany...
LinkedIn offers a variety of plugins that can be used to engage visitors on B2B sites by creating a social environment that is highly engaging .
You’ve been looking for ways to add value. Look no further. Here are 10 Tips to help you maximize your sales profile.
I am challenged everyday by VPs of Sales and Marketing on the capability of social sites to adequately serve as a means of staying connected with their future customers. I sit at my desk and scratch my head, asking myself how this is not abundantly clear to everyone using social in any capacity. Why does this hurdle exist? Do these people not have a hero, a best friend, or any person that they stay in touch with through social media? If they do, why is it so hard for them to see a social site like LinkedIn for its potential to help their sales people cultivate stronger relationships with their buyers and refine existing sales tactics? Ironically, it is my clients’ objections to the very concept that have helpedRead more at http://www.business2community.com/social-selling/make-leap-social-media-social-sales-0658646#TGFDQHVH4Spfls6k.99
Marketing has been under-appreciated for years, but times are changing. In today’s business climate, marketing holds the keys to success or failure for sales.
The fact is, buyers no longer rely on sales reps as the keepers of information. Instead, buyers do their own research and draw their own conclusions.
Over the past few years, buyers have become increasingly well informed. They rely much more on the wealth of information available to them on the Internet and through their colleagues and other users. As a result, they don’t rely on sales reps as heavily.
Sales is both an art and a science. It is the skillful combination of emotion and logic, people and process, free-thinking and organization. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today.
While the study results provided detailed insights about sales organization trends, it also yielded a wide range of statistics that reflect the strategies sales leaders are employing to overcome their top challenges. Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness.
Statistics that reflect the strategies sales leaders are employing to overcome their top challenges.
6 Sales Situations where #LinkedIn Contacts will help you build relationships with your #business prospects. http://bit.ly/1gz60Hk
Sales Solutions LinkedIn Sales Navigator For Wealth Management Empowering wealth management professionals to ﬁnd the right person, the best path in, and the r
Are you a financial services professional? Here's how LinkedIn Sales Navigator can hlep you find the right person, the best path in, and the right things to say...
The massive adoption of mobile has transformed marketing, enabling companies to engage anytime, anywhere with every customer through the channels they use mo...
Did you miss Dreamforce? Now is your chance to get caught up....
Anyone who sits down with clients to discuss social media always gets a handful of common questions. How do I know social media will work for me? What’s the ROI? How can social media help my business? What in the hell is Pinterest?
Even this painful one still comes up from time to time:
“Twitter? Who cares if I’m having a sandwich or brushing my teeth?”
Most social media sales people are ready for those questions. They have the answers waiting on the tip of their tongue, because they’ve been asked so many times. But there are some huge questions business owners frequently ask that I’ve seen stump sellers.
Social media allows professionals to demonstrate their accountability, successes, and overall value through their account profiles and posts. For sales professionals, showcasing this value, or ‘social influence’, is an increasingly important part of the sales process. Social influence helps you establish yourself as a thought leader and helps build trust with others online, which are two key indicators of social sales success.
Listed below are five areas of your social media accounts to focus on to help you demonstrate social influence today.
Lead Gen Summit 2013 in San Francisco featured 20 hours of sessions led by brand-side marketers sharing their success stories on lead capture,...
The trend for inside sales is not coming—it has fully arrived at our doorstep. Rising fuel and labor costs have soared, and because of intense competition, the prices of our products and solutions have largely flat-lined—as have sales achievement levels.
Companies have been forced to examine the complete cost of outbound sales and what they discovered was startling. According to inbound marketing leaders Hubspot, the average cost per inbound lead is 61% lower than an outbound lead.
Research by Sirius Decisions supports the Hubspot data and indicates that, on average, inbound leads cost less and have higher conversion rates than outbound leads, though an integrated approach between the two is generally the more optimal.
It's time to conquer the sales monsters. Learn the different types of sales leads, how to shake the fear and achieve success with this infographic. Happy Hallow
LinkedIn Sales Navigator has an impact on the effectiveness of sales professionals. The studies were completed by the Aberdeen Group and the Sales Management Association.
Some great Social Selling facts in a nicely done infographic from LinkedIn.
Identify and engage with the best prospects. LinkedIn Sales Navigator empowers sales professionals to find the right person, the best path in, and the right ...