Social Selling: with a focus on building business relationships online
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Linked In to Social Prospecting

Linked In to Social Prospecting | Social Selling:  with a focus on building business relationships online | Scoop.it

You know LinkedIn is a great way to find a better job. You may have used LinkedIn to land the great sales job you’ve got now, but did you know that this website is also a great prospecting and social selling tool?

 

Are You Really LinkedIn? You probably already have a LinkedIn profile, but the profile you have may not be the profile you need to go prospecting for clients. According to Toan Dang of Ecquire, you need to set yourself apart by using targeted keywords, an awesome avatar, sweet headlines and catchy content. From there, you need to go to Groups and join groups where your clients are likely to congregate. Jump into the discussions and make a name for yourself.

 

You''ll be surprised at just how many likely prospects ask you to connect. Follow the companies that interest you and not just by clicking the button. Check out the company profile, then check out their people and take a peek at their content. Get to know who should be on your radar and what really grabs them.

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Social Selling:  with a focus on building business relationships online
About establishing and cultivating business relationships online. Also covering lead generation, prospecting, business networking, and social CRM (sCRM).
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Beginner’s Guide to Social Selling: Using LinkedIn Basic Search

Beginner’s Guide to Social Selling: Using LinkedIn Basic Search | Social Selling:  with a focus on building business relationships online | Scoop.it
All the talk about today’s empowered buyer is enough to make you think
sales reps have no choice but to sit back and wait for prospective
customers to reach out. But that’s not true. Using social media, sales
professionals can identify and engage promising prospects, and inject
themselves into the purchase process when they might otherwise be
sitting on the sidelines.
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SAP's Top Social Sellers Have a Quota Achievement of Over 160% - eMarketer

SAP's Top Social Sellers Have a Quota Achievement of Over 160% - eMarketer | Social Selling:  with a focus on building business relationships online | Scoop.it

Jillian Ryan spoke with Malin Liden, vice president at SAP Experience, about how the company approaches social selling, why training is so important and how its top sellers have a quota achievement of over 160%.

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Your Social Selling Journey and Change Management | VoiceAmerica

Your Social Selling Journey and Change Management | VoiceAmerica | Social Selling:  with a focus on building business relationships online | Scoop.it
The buzz: “To thrive in this new age of hyper-change and growing uncertainty, it is now an imperative to learn a new competency—how to accurately anticipate the future” (Dan Burrus) | Your Social Selling Journey and Change Management on Changing the Game with Social Selling, Presented by SAP | VoiceAmerica - The Leader in Internet Media
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Introducing “The Payoffs of Improved Sales and Marketing Alignment”

Introducing “The Payoffs of Improved Sales and Marketing Alignment” | Social Selling:  with a focus on building business relationships online | Scoop.it
New research from LinkedIn shows the marketing and sales teams may be
more aligned than you think, and the financial payoff can be
significant.
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Get social or get left behind | SalesAndMarketing.com

Get social or get left behind | SalesAndMarketing.com | Social Selling:  with a focus on building business relationships online | Scoop.it
Mike Derezin, vice president of sales for LinkedIn Sales Solutions, says in an era in which social sellers realize 66 percent greater quota attainment than those using traditional prospecting techniques (a Sales Benchmark Index statistic), if you’re sales team doesn’t adopt social selling strategies, it may not be selling for long.
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What Sales Reps Can Learn From Great Negotiators

What Sales Reps Can Learn From Great Negotiators | Social Selling:  with a focus on building business relationships online | Scoop.it
In a negotiation, 40% of people believe themselves to be cooperative and
trustworthy—while they tend to view the other party as just looking for
a win, according to research by management professor Karen S. Walch.
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Stop Overpromising & Start Adding Value Upfront

Stop Overpromising & Start Adding Value Upfront | Social Selling:  with a focus on building business relationships online | Scoop.it
For as long as there have been salespeople, they’ve been one-upping each
other on sky-high promises made to the customer. Many reps feel
compelled to offer guarantees simply because everyone else is doing it
or it’s the way the industry has always operated.
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donhornsby's curator insight, December 13, 2016 9:23 AM
One of the best ways to stay competitive in today’s sales climate is to develop meaningful relationships with your prospects. If you can gain their trust and cultivate familiarity, you’ll immediately have a leg up. You can achieve this in part by embracing social selling, the practice of engaging prospects via social media throughout the sales cycle.
 
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Don’t Just Check In: Add Value to Build Authentic Relationships Online

Don’t Just Check In: Add Value to Build Authentic Relationships Online | Social Selling:  with a focus on building business relationships online | Scoop.it
The best salespeople build strong relationships with their prospects time and time again. It’s a process that requires research, social skills, and regular interaction, which is why it translates so well to the world of social media.
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What is social selling? And does it work?

What is social selling? And does it work? | Social Selling:  with a focus on building business relationships online | Scoop.it
Business news, business advice and information for Australian SMEs
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Social Selling Tips of the Week: How to Drive Adoption

Social Selling Tips of the Week: How to Drive Adoption | Social Selling:  with a focus on building business relationships online | Scoop.it
Social selling tools are amazing. Automation is everywhere, CRM platforms are getting smarter every second (literally), and reaching thousands of influencers has never been easier. However, advancement isn’t the same thing as adoption.
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LinkedIn Unveils The Top Skills That Can Get You Hired In 2017, Offers Free Courses for a Week

LinkedIn Unveils The Top Skills That Can Get You Hired In 2017, Offers Free Courses for a Week | Social Selling:  with a focus on building business relationships online | Scoop.it
Revealing Top Skills employers need most. Join us next week for the Week of Learning — all courses 100% free.
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Fundamentals of LinkedIn Sales Navigator for Business Development

General overview of Sales Navigator features specific to business development teams for professional services companies.
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LinkedIn Your Way to Your Next Deal

LinkedIn Your Way to Your Next Deal | Social Selling:  with a focus on building business relationships online | Scoop.it
What do you do when you need to get to a person or a company?

It used to be that when you needed to get through to somebody you didn't already know you had to pick up the phone and persuade that skeptical receptionist/gatekeeper. Remember the movie "Wall Street," when Bud Fox called Gordon Gekko for 30 days straight, each time trying to charm Gekko's secretary to put him through?

Gatekeepers can be pretty tough (besides, when Bud Fox did get through the gatekeeper to Gekko, he lost everything and almost wound up in jail. But we digress).

Cold calling is not dead -- but it is on life support. Sure, the cold call still has its place but, fortunately, we now have some other tools in our arsenal that make cold calls a lot warmer. Today, that means using LinkedIn (and sometimes Facebook and Google) to try to get to someone. And going in warm is almost always better than going in cold.
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Introducing 3 New Social Selling Courses on LinkedIn Learning

Introducing 3 New Social Selling Courses on LinkedIn Learning | Social Selling:  with a focus on building business relationships online | Scoop.it
Today we are pleased to announce three new social selling courses on the
LinkedIn Learning platform. These courses create a robust social selling
curriculum that will guide viewers through their social selling journey,
starting at understanding the basic principles to putting them into
action. Learning social selling has never been easier or more accessible.
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What You Need to Know About Decision Maker Job Changes

What You Need to Know About Decision Maker Job Changes | Social Selling:  with a focus on building business relationships online | Scoop.it
The first month of this year has whizzed by and our lives are back in
full-force after the holidays. By this time, we’ve most likely forgotten
our New Year’s resolutions (sorry diet it was nice knowing you),
probably already need a vacation (Hawaii anyone?), and are getting
serious about hitting our sales goals for the year (Club, I see you).
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The Future of Sales Is Not AI, It’s You

The Future of Sales Is Not AI, It’s You | Social Selling:  with a focus on building business relationships online | Scoop.it
We’re seeing plenty of doom and gloom about the future of work,
specifically sales. Forrester forecasts that in the US alone, 1 million
B2B salespeople will lose their jobs to self-service eCommerce by 2020.
That’s 20% of the B2B sales force. Gone. Three years from now.
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Industry Insights Report: Top Challenges Inside Sales Leaders, Reps Face
Entering 2017

Industry Insights Report: Top Challenges Inside Sales Leaders, Reps Face<br/>Entering 2017 | Social Selling:  with a focus on building business relationships online | Scoop.it
InsideSales.com, in partnership with American Association of Inside
Sales Professionals (AA-ISP), recently released its annual research
paper, “Top Challenges of the Inside Sales Industry 2016.” Here’s what
you need to know.
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Should Musicians Bother with LinkedIn?

Yet another social network to deal with? Take a closer look: LinkedIn could be valuable to growing your career as a professional musician.
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Death of a Salesman: Could social selling have saved Willy Loman?

Death of a Salesman: Could social selling have saved Willy Loman? | Social Selling:  with a focus on building business relationships online | Scoop.it
Did Death of a Salesman have to end with the death of the salesman?
Could the most famous failed road warrior in literary history have been
saved? Willy Loman, the central figure in Arthur Miller’s famous play,
is a tragic character who’s brought down by his delusions and broken
personal relationships. However, he’s also a victim of the selling
techniques of his time. A different approach to sales could have led to
a very different outcome for Willy. Here’s how social selling would have
addressed the issues driving him to destruction:
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Social Selling Tips of the Week: Prioritizing Your Prospect’s Success

Social Selling Tips of the Week: Prioritizing Your Prospect’s Success | Social Selling:  with a focus on building business relationships online | Scoop.it
Sales performance is defined by results, and results are defined by the metrics you measure. But which metrics are most important? There are dozens of key performance indicators (KPI), including revenue quotas, network size, influencers reached, deals closed, prospects found, and more. The list goes on.
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Multiplier Prospects: Targeting Leads That Spark a Chain Reaction

Multiplier Prospects: Targeting Leads That Spark a Chain Reaction | Social Selling:  with a focus on building business relationships online | Scoop.it
As any sales rep knows, not all prospects are built the same. Some are clearly one-time clients stymied by small budgets; others may walk away after months in the pipeline. Others have an even bigger flaw: they have very little influence on their network. That means that despite the time you put into cultivating the relationship, their business is essentially a dead end.
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Social Selling Tips of the Week: Your Guide to Account-Based Marketing

Social Selling Tips of the Week: Your Guide to Account-Based Marketing | Social Selling:  with a focus on building business relationships online | Scoop.it
The traditional sales funnel has changed. Old news, right? You’ve heard that before and you’ll hear it again, but do you know what’s really driving the shift away from the typical top-down funnel toward today’s dynamic, efficient funnel?
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Webinar Nov 3rd:  Advanced Sales Tactics Made Easy with LinkedIn's Sales Navigator

Webinar Nov 3rd:  Advanced Sales Tactics Made Easy with LinkedIn's Sales Navigator | Social Selling:  with a focus on building business relationships online | Scoop.it
Join us for a free Sales Navigator Webinar! 
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Social Selling Tips of the Week: The Transition Away From Cold Calling

Social Selling Tips of the Week: The Transition Away From Cold Calling | Social Selling:  with a focus on building business relationships online | Scoop.it
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10 Sales Navigator Tips and Tricks You May Not Know

10 Sales Navigator Tips and Tricks You May Not Know | Social Selling:  with a focus on building business relationships online | Scoop.it
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