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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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From Selling to Connecting: How to Leverage Social Strategy to Boost Sales

From Selling to Connecting: How to Leverage Social Strategy to Boost Sales | Social Selling:  with a focus on building business relationships online | Scoop.it

Did you know that the average consumer is exposed to 5,000 marketing messages each day (CBS)? To deal with this information overload, consumers are tuning out left and right: the average CTR for display ads is a mere .1% (HubSpot), average cold call success rates are about 2% at best (Marketing Success), and email CTR is at a dismal 3% in the US (SilverPop).

 

Let’s face it – in an age where your customers have more options than there are minutes in the day, the last thing they want to hear is another sales pitch. Too many businesses lose sight of the fact that on the other ends of these marketing messages are people. And connecting with these people on a 1:1 level, whether they are searching for a new customer database or pair of shoes, is far more effective than blasting them with generic mass messages.



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Must-Know Strategies That Boost Your LinkedIn Engagement

Must-Know Strategies That Boost Your LinkedIn Engagement | Social Selling:  with a focus on building business relationships online | Scoop.it
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3 Best Practices of LinkedIn Lead Generation

3 Best Practices of LinkedIn Lead Generation | Social Selling:  with a focus on building business relationships online | Scoop.it

Plenty of businesses and marketers focus far more attention on Facebook and Twitter than they do LinkedIn. The main reason is they think the previous two sites are great places to generate leads, while LinkedIn is really just for people who want to network or find a new job.


While Facebook and Twitter can definitely be great sources for generating leads, that doesn’t mean LinkedIn should be neglected. In fact, since it’s a very professional social network, it can be especially powerful for any B2B business.

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Social Media Can Power Your Sales Pipeline

Social Media Can Power Your Sales Pipeline | Social Selling:  with a focus on building business relationships online | Scoop.it
A study showed that 78 percent of salespeople using social media platforms such as LinkedIn, Twitter, and Facebook outsell their peers - but why?
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Social Selling: Connecting Is IN & Cold Calling Is OUT | The Nimble Blog

Social Selling: Connecting Is IN & Cold Calling Is OUT | The Nimble Blog | Social Selling:  with a focus on building business relationships online | Scoop.it
Corporate buyers in large companies do not typically accept cold calls; and even if they do, your cold call will mark you as a second-rate provider who is not connected in their industry. Put your social network to work!
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LinkedIn Sales Solutions Learning Center

LinkedIn Sales Solutions Learning Center | Social Selling:  with a focus on building business relationships online | Scoop.it

Be sure to check out our NEW and improved Social Selling training site.

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8 Sales Tips from the top LinkedIn Influencer posts of 2013.

8 Sales Tips from the top LinkedIn Influencer posts of 2013. | Social Selling:  with a focus on building business relationships online | Scoop.it
Below we have compiled a few great tips from some of the most popular LinkedIn Influencer articles about sales this past year. To read the full article for each
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Four Effective Social Selling Strategies Backed By Research

Four Effective Social Selling Strategies Backed By Research | Social Selling:  with a focus on building business relationships online | Scoop.it

How do you use social selling in the workplace? You probably use LinkedIn to get more recommendations and maybe even add a couple old colleagues to see what they’re up to in their careers. In fact, you might even take the time to find them on Twitter with the hope of getting them to follow you back.

Although those tactics can help, you shouldn’t focus all your time on collecting connections, followers, and recommendations. Some of the most effective ways to leverage social selling are built on strategic tactics and insight. But before we get into it, let’s look at the definition of social selling:


Read more at http://www.business2community.com/social-selling/four-effective-social-selling-strategies-backed-research-0751420#vFEzBiDDkqjqwAKx.99
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What Jimmy Fallon’s Rise Means for Social Selling

What Jimmy Fallon’s Rise Means for Social Selling | Social Selling:  with a focus on building business relationships online | Scoop.it
There's a big change coming to late night television. Starting February 6th, longtime tonight show host Jay Leno is being replaced by up-and-comer Jimmy Fallon. You may be asking yourself why we're covering entertainment
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7 steps to finding prospects on LinkedIn

7 steps to finding prospects on LinkedIn | Social Selling:  with a focus on building business relationships online | Scoop.it
Many advisers have created a LinkedIn profile, have a few contacts but then have gotten lost in the daily grind and forgotten to use LinkedIn the way it was intended.
Anita Windisman's insight:

Are you in financial services?  Here's how LinkedIn can help you..

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Prospecting for Success

Prospecting for Success | Social Selling:  with a focus on building business relationships online | Scoop.it
Prospecting is the foundation of the sales process: if you can’t find the right decision maker at your account, you won’t be able to close a deal. But just how important is it?
Anita Windisman's insight:

Did you know.... Sales reps who viewed the profiles of at least 10 people at each of their accounts were 69% more likely to exceed quota than sales reps who only viewed fewer than 4 people at each account. 

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What's the Endgame for Social Media?

What's the Endgame for Social Media? | Social Selling:  with a focus on building business relationships online | Scoop.it
In 2014, everyone will be a marketer.
Anita Windisman's insight:

Sales reps, listen up:  "In 2014, more and more companies will usher in the third wave of social business by empowering everyone across the organization to participate."

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Eight Things I Learned From Social Selling - Business 2 Community

Eight Things I Learned From Social Selling - Business 2 Community | Social Selling:  with a focus on building business relationships online | Scoop.it

I have been using social media to connect and engage with people for a number of years. While I was not one of the first 100,000 members on LinkedIn who received an email from Reid Hoffman, I was one of the first 200,000 and have actively used the platform to find and connect with people for the last nine+ years.

 

I was just describing to someone the other day how profound an effect Twitter has had on my personal network over the last five+ years I have been using it. I have made so many connections online that eventually carried over to my offline world—not including the relative strangers who have been willing to help with questions and share information.

 

In the process, I have learned a great deal just from listening and paying attention to those sharing content of interest. As I have actively used social media to make connections and grow revenue, I have learned a number of things that I would like to share. I hope you find them useful as well.

 

Following are eight of these key things I have learned; some of them are small, but others are larger and perhaps more profound.


Read more at http://www.business2community.com/social-selling/eight-things-learned-social-selling-0725371#BIJ2C0LZYIykcB87.99

Anita Windisman's insight:

A great post from Andrew Jenkins, who I personally know...

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Question For The C-Suite: What's Your Capacity For Change?

Question For The C-Suite: What's Your Capacity For Change? | Social Selling:  with a focus on building business relationships online | Scoop.it

Sales is the nucleus to every business. And sales models these days are undergoing a tidal wave of change.  Buzz words like Social Sales, Social Selling or Sales 2.0 reflect the change social media is having on the way people do business.   What do CEOs think about Social Sales?  My experience tells me they don’t think about it at all.  When it comes to sales models, they comfortable with the status quo and their sales teams are selling like it’s 1999.  It’s time for change.  

 

“Adapt or die”,  as Oakland A’s General Manager, Billy Beane (played by Brad Pitt) said in the movie Moneyball.  For Billy Beane it was all about changing the game.  Are you changing yours?



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Daily LinkedIn Checklist For Your Sales Reps

Daily LinkedIn Checklist For Your Sales Reps | Social Selling:  with a focus on building business relationships online | Scoop.it

Is your sales team taking advantage of LinkedIn? With over 200 million users, it’s time to stop ignoring the largest professional social media network and start leveraging it to get more business.

 

The key to sales success is often defining a process that can attract and close sales, and repeating it. Creating a systematic approach is what keeps a team more manageable and accountable. In today’s world, social media is part of a larger content marketing approach to attracting more prospects, particularly in B2B companies.



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Hot Discussion: Centralized Social Selling Team vs. Sales Teams with Social Skills

Hot Discussion: Centralized Social Selling Team vs. Sales Teams with Social Skills | Social Selling:  with a focus on building business relationships online | Scoop.it

I’m having this conversation almost every day now with our own prospects and seeing a lot of discussion out there so I decided to organize some thoughts on this HOT discussion.

There are so many companies that understand “social” as the new “phone” – since many of us social selling advocates argue that cold calling is “dead”- and probably it is our own fault. Sometimes it feels like the easiest way to help them understand the new “social selling” concept.

 

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Social Selling Games: 3 Tricks from the Halfpipe

Social Selling Games: 3 Tricks from the Halfpipe | Social Selling:  with a focus on building business relationships online | Scoop.it
The Sochi Olympics are here, and so are the hundreds of athletes vying for that gold medal. Snowboarding is a relatively new Olympic sport -- and Americans have dominated the medal count since
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How 4 advisors achieved social media success | Advisor.ca

How 4 advisors achieved social media success | Advisor.ca | Social Selling:  with a focus on building business relationships online | Scoop.it
Advisors share how they've mastered social selling.
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Social Selling Best Practices - Business 2 Community

Social Selling Best Practices - Business 2 Community | Social Selling:  with a focus on building business relationships online | Scoop.it

Many traditional sales professionals still employ a traditional approach focusing on a large quantity of leads, who they relentlessly pitch to. Yet this can be frustrating and inaccurate, leading to a fractional return for all the time spent pitching, not to mention a plethora of folks turned off by non-applicable (and from their point of view, invasive) cold calling.

However, if you specifically target quality leads with passions aligned with your own, who participate in groups and read blogs related to services you provide…..won’t you be more likely to make a sale? What if you go even further, building a trusting relationship by providing free content that’s relevant to your field and nurturing connections?


Read more at http://www.business2community.com/social-selling/social-selling-best-practices-0767546#ytJvXts5VCvzMwB1.99
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☞ The Social Wrap ☜ | 12 Step Social Selling Routine

☞ The Social Wrap ☜ | 12 Step Social Selling Routine | Social Selling:  with a focus on building business relationships online | Scoop.it
Anita Windisman's insight:

A great infographic from Ben Martin, IBM, UK.

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12 reasons you should prioritize social selling in 2014 | CustomerThink

12 reasons you should prioritize social selling in 2014 | CustomerThink | Social Selling:  with a focus on building business relationships online | Scoop.it

’m asked frequently to justify why social selling is worth the time. Not three months ago, I was booked for a sales kick-off to teach a session on social selling until the CEO nixed the session, telling us he didn’t want to distract the sales team from closing business by wasting time with social media.

On the contrary, social media and social selling can accelerate finding, managing and closing business.

Below are 12 reasons why social selling should be a priority for most B2B sales organizations in 2014.

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3 Ways To Use Social Media For Better B2B Sales & Lead Generation - Business 2 Community

3 Ways To Use Social Media For Better B2B Sales & Lead Generation - Business 2 Community | Social Selling:  with a focus on building business relationships online | Scoop.it

I’m convinced that 2014-15 will be the year we’ll finally see companies looking seriously at social media as a B2B sales tool. I’m seeing increased interest in and requests for our social sales training and I’m seeing a lot more social selling questions posted in my social media streams. So today, let’s start with the basics of how you can use social media networks in your sales prospecting process.
Read more at http://www.business2community.com/b2b-marketing/3-ways-use-social-media-better-b2b-sales-lead-generation-0761454#ZimbyBATYbLvyQzL.99

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10 Ways to Generate More Leads and Referrals on LinkedIn

10 Ways to Generate More Leads and Referrals on LinkedIn | Social Selling:  with a focus on building business relationships online | Scoop.it
It's not hard--and may be the best 20 minutes you spend every day.
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Top 5 LinkedIn Strategy Tips for Sales

Top 5 LinkedIn Strategy Tips for Sales | Social Selling:  with a focus on building business relationships online | Scoop.it
Here are the top five LinkedIn sales tips used by other companies to increase their sales.
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Steal These Four Secrets To Sell Like A Pro

Steal These Four Secrets To Sell Like A Pro | Social Selling:  with a focus on building business relationships online | Scoop.it
What individual (or company) couldn’t benefit in the coming year from a giant increase in sales?
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