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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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How Marketing Can Impact Revenue Through Big Data And Social Selling

How Marketing Can Impact Revenue Through Big Data And Social Selling | Social Selling:  with a focus on building business relationships online | Scoop.it

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.

 

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LinkedIn Sales Solutions: Overview | LinkedIn

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

LinkedIn Sales Navigator provides unparalleled prospecting capabilities, allowing sales professionals to discover decision-makers and influencers quickly and easily. Moreover, reaching those buyers is easier, because LinkedIn Sales Navigator surfaces insights and uncovers hidden connections to facilitate warm introductions to new and existing customers

Anita Windisman's insight:

Just launched - the LInkedIn Sales Solutions showcase page. 

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The Best At Social Selling Have The Most Success On Match.com

The Best At Social Selling Have The Most Success On Match.com | Social Selling:  with a focus on building business relationships online | Scoop.it

My HYPOTHESIS is that the best social sellers have the best luck on Match.com. This luck likely extends to OKCupid and other dating sites. Great first-daters know how to prepare, listen and have a conversation with their dates.

 

Let me qualify success or “conversion” when it comes to Match.com. Getting to the next part of the (sales) “funnel of love” is the second date! You can’t get to the second date unless you have a great time on the first date. And, the first date is all about having a great conversation! How do you increase your odds of having a great date with a great conversation? You have to prepare with little pre-date investigation so you “go in” with several conversation starters and not left to fumble with conversation about the weather!

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Take Your Twitter Profile from Social to Social Sales

Take Your Twitter Profile from Social to Social Sales | Social Selling:  with a focus on building business relationships online | Scoop.it

As success with social selling continues to grow, sales professionals will find it crucial to turn to social media as a way of generating leads and reaching their sales goals. The process may seem daunting, but setting up optimized social sales profiles on social networks is actually fairly similar to setting up a social media account for any other purpose.

 

There are just a few tips you’ll want to keep in mind in regards to taking your account from social to social sales. Read on for suggestions that will help you optimize your Twitter account for social selling.

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LinkedIn Groups for Sales Success: Your Secret Weapon

LinkedIn Groups for Sales Success: Your Secret Weapon | Social Selling:  with a focus on building business relationships online | Scoop.it
People who participate in LinkedIn Group discussions get an average of four times as many profile views. Use Linkedin Groups for sales success. Here's how.
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Leveraging LinkedIn Connections | Social Media Today

Leveraging LinkedIn Connections | Social Media Today | Social Selling:  with a focus on building business relationships online | Scoop.it
Most sellers don't know how to leverage their LinkedIn connections effectively. To help you expand your thinking, here are some TRUE STORIES shared by people who took our 2013 Sales & LinkedIn Survey.
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Linkedin – The Place to Connect in 2013

Linkedin – The Place to Connect in 2013 | Social Selling:  with a focus on building business relationships online | Scoop.it

Most of you are intrigued with what social media can bring to the table. You have spent time on Twitter, Facebook, GooglePlus (Maybe- See yesterday’s post) and other sites.

 

In the past month I have revisited Linkedin and found a whole new appreciation for connecting with some of the best people in the business. Plain and simple, this is where I want to spend my time with social media. It’s about the people.



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Social Selling Doesn’t Work When It’s The Last Day Of The Quarter

Social Selling Doesn’t Work When It’s The Last Day Of The Quarter | Social Selling:  with a focus on building business relationships online | Scoop.it

Does using social selling techniques make sense when it’s late in the quarter and you need to achieve your quota? Especially when your sales manager is telling you to do everything to close your deals? Aberdeen Group research states that 31% more sales teams achieve quota when they use social selling techniques, so it makes sense. Well, social selling is good, but not THAT good that it can be instantly turned into sales. It’s no silver bullet when it comes to helping you close sales today, over the next five days, or whatever your timeline is.

 

However, if you implemented a solid social selling strategy during the previous 90 to 180 days, then your last-minute calls today might be more successful. Or, those last-minute calls could even have been avoided! You see, the payout of your social selling strategy is more long-term than short-term.

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How To Mix LinkedIn With Content Marketing

How To Mix LinkedIn With Content Marketing | Social Selling:  with a focus on building business relationships online | Scoop.it

 

A recent study from the 50,000 member strong B2B Technology Marketing community on LinkedIn showed that 85% of B2B Marketers say LinkedIn is the most effective social network in delivering content. That study also showed that 71% of B2B Marketers say audience relevance is the most important element of content marketing and 88% of B2B Marketers cite case studies as the most effective form content marketing.

 

Yet, most business owners and most marketing, sales and business development professionals have a LinkedIn profile that reads like a resume. Their profiles do not show why a decision maker or influencer should connect with them. Right there, they are not demonstrating their relevance. And, they’re not effectively showing their relevance in the content they are sharing.

 

Let me show you how four women are effectively using content and LinkedIn to generate more leads and profits.

Anita Windisman's insight:

Content curation and content marketing are important elements in "social selling".

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SMBs Lean on Content for Lead Gen

SMBs Lean on Content for Lead Gen | Social Selling:  with a focus on building business relationships online | Scoop.it
Lead generation is critical for SMBs in the US, which must keep the revenue stream flowing. Content marketing plays a major role in lead gen efforts, with white papers as the leading content format, followed by webinars.
Anita Windisman's insight:

Are you getting the most out of LinkedIn? You can attract inbound leads by posting content to your profile!

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LinkedIn Is No Longer Just A Recruiting Tool — Here's How Top Companies Are Using It To Drive Sales

LinkedIn Is No Longer Just A Recruiting Tool — Here's How Top Companies Are Using It To Drive Sales | Social Selling:  with a focus on building business relationships online | Scoop.it

LinkedIn is a powerful marketing and sales platform, if you know how to use it. The social network for professionals has attracted 225 million people from more than 200 countries, and its users are increasingly engaged LinkedIn users viewed 63% more pages on the mobile and desktop versions of the site in the first quarter of 2013 than during the same quarter in 2012. As a hub for professionals to network, LinkedIn presents tremendous potential for business-to-business (B2B) sales and marketing.



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6 Tips for Finding Prospects on LinkedIn

6 Tips for Finding Prospects on LinkedIn | Social Selling:  with a focus on building business relationships online | Scoop.it
Here's how to discover and connect with new leads and transform your connections on LinkedIn into business relationships.
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Use LinkedIn’s New Channels to Grow Your Business

Use LinkedIn’s New Channels to Grow Your Business | Social Selling:  with a focus on building business relationships online | Scoop.it

Social media’s most professional network is rolling out a new feature that could help your business grow. LinkedIn users can now follow channels, which are broken into broad-based topics such as marketing strategies, higher education and healthcare.

 

Once you follow a channel, it shows up on your home feed.

What’s the benefit, you ask? According to LinkedIn, following channels that are connected to your business will keep you ahead of industry trends and allow you to engage with business leaders.

 

Hope Katz Gibbs, president of Inkandescent Public Relations, says the new feature has a lot of potential in the business-to-business world. “By following channels you’ll start networking with others in your industry,” she said. “That connection builds trust.

 

Trust turns into recommendations for your business and recommendations turn into profits.”While there are many ways to use LinkedIn to grow your business, Gibbs offers these networking tips to get the most out of LinkedIn’s new channels.

 

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LinkedIn Prospecting, How to Find Your Next Customer on LinkedIn

LinkedIn Prospecting, How to Find Your Next Customer on LinkedIn | Social Selling:  with a focus on building business relationships online | Scoop.it
Social Media Marketing Podcast 64, in this episode Viveka von Rosen shares how she uses LinkedIn to prospect for her business.
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Social Business is Dead! Long Live What’s Next! - Chris Heuer - Brian Solis

Social Business is Dead! Long Live What’s Next! - Chris Heuer - Brian Solis | Social Selling:  with a focus on building business relationships online | Scoop.it

When I heard Marc Benioff was giving up on pursuit of “Social Enterprise” as the focus of Salesforce’s marketing, I  remarked to my Deloitte colleagues that “Social Business has won the day.” I felt vindicated after being an early proponent advocating for organizations to become Social Businesses, believing that IBM’s marketing might would be the catalyst to consolidate the movement around this language and meaning.

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12 Ways To Find Sales From The LinkedIn “Iceberg” - Business 2 Community

12 Ways To Find Sales From The LinkedIn “Iceberg” - Business 2 Community | Social Selling:  with a focus on building business relationships online | Scoop.it

Many only start to look when the “little black book” of people they know is emptied, run out and a client free zone and then they think it’s time for LinkedIn.

 

One of the starting points when I talk to sales leaders in a business is what do we do on LinkedIn to get more clients ….

 

When you explore this more the reality is that they have maximised the potential (they think) of all of their existing “list”, (which often translates as current and past clients), and are now looking for the next one. They have often tried connecting to clients to tell them about themselves, messaging clients directly with InMail, promoting (spamming) into groups about them and how fabulous they are and yet it hasn’t worked (shocker eh?).

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First Generation Social Selling: Smart But Not Quite Smart Enough

First Generation Social Selling: Smart But Not Quite Smart Enough | Social Selling:  with a focus on building business relationships online | Scoop.it

First generation social selling was borne of two concepts: connecting to prospects socially and using information from social sites to add relevance to create interest and engagement. Social Selling 1.0 is a good start, but its not enough for today’s hyper-competitive sales environment

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Social Selling has made it easy to ask a friend or colleague for an introduction to a prospect or to put in a “good word” for you or your product. With the variety of social sites available, you can see who you know and who they know. These sites give you a “map” of connections that you can leverage to reach prospects. For insights about prospects, sales professionals typically search across social sites and a myriad of news sites to find information about their target.

 

This insight is useful and provides context for conversations. But it is too time consuming to gather and often incomplete or dated.

 

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4 Ways to Write LinkedIn Messages That Actually Get Read

4 Ways to Write LinkedIn Messages That Actually Get Read | Social Selling:  with a focus on building business relationships online | Scoop.it
Reaching out to someone on Linkedin requires crafted messages. These four tips to writing a LinkedIn message will help ensure yours will actually be opened.
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LinkedIn Is No Longer Just A Recruiting Tool — Here's How Top Companies Are Using It To Drive Sales

LinkedIn Is No Longer Just A Recruiting Tool — Here's How Top Companies Are Using It To Drive Sales | Social Selling:  with a focus on building business relationships online | Scoop.it

LinkedIn is a powerful marketing and sales platform, if you know how to use it. The social network for professionals has attracted 225 million people from more than 200 countries, and its users are increasingly engaged

 

LinkedIn users viewed 63% more pages on the mobile and desktop versions of the site in the first quarter of 2013 than during the same quarter in 2012. As a hub for professionals to network, LinkedIn presents tremendous potential for business-to-business (B2B) sales and marketing.

 

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A New Wave Of Social Selling: Defining The Social Lead

A New Wave Of Social Selling: Defining The Social Lead | Social Selling:  with a focus on building business relationships online | Scoop.it

Social media continues to change the way we do business. It’s changing how we interact with our customers, partners, suppliers and even our colleagues. It’s changed the way we do business and has changed the way we tell our brands story. It’s what has ultimately developed and inspired the concept of social selling.

 

For years, we’ve looked at the concept of a business lead through the lens of a transaction. We’ve looked at a lead as a potential sales opportunity. Yet, in the past, we didn’t live in a world that was as connected as it is today. Right now. As you read this text, there are potentially hundreds of conversations about your industry, brand and offering. Some of these conversations will be highly relevant to your business while others will be nothing more than noise. Conversations that are relevant and clear engagement opportunities are what we define as a Social Lead.

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Grow Customers By Making It Rain Rocking Social Selling Content

Grow Customers By Making It Rain Rocking Social Selling Content | Social Selling:  with a focus on building business relationships online | Scoop.it

Get out your umbrella, because it’s going to “Rain” social selling content. Now, the question is how big of an umbrella will you need? Are you going to be the “Rain King”? Or, are you going to figure out what to do with “Purple Rain”, which is pretty much useless. That answer depends on how big of a rainmaker that you can be using social selling content! Are you going to make it drizzle or are you going to make it pour?

Just like a good harvest of crops depends on healthy doses of rain, your ability to find, nurture and harvest leads and deals depend on how much you make it rain on your with your social selling skills.

 

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Mike Ellsworth's curator insight, October 11, 2013 2:17 PM

What's your content strategy for B2B social selling? Please comment below.

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The 10 Biggest Mistakes You’re Making With Social Sales

The 10 Biggest Mistakes You’re Making With Social Sales | Social Selling:  with a focus on building business relationships online | Scoop.it

Many articles are written about the tactics that a salesperson needs to complete in order to be successful with social sales. However, today I want to discuss the ten biggest mistakes to be cautious of. Be sure that you steer clear from these common failures to ensure you stay on the right track for success.

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Mike Ellsworth's curator insight, October 11, 2013 2:22 PM

The most important mistake in this list is thinking that sales is a monologue. Social selling is about relationships, and relationships work best when you listen more than you speak.

 

See our book,  

Infinite Pipeline: Social Media for B2B Sales Success

http://bit.ly/InfPipeCh1

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50 Best Companies to Sell For - 2013 | SellingPower.com

50 Best Companies to Sell For - 2013 | SellingPower.com | Social Selling:  with a focus on building business relationships online | Scoop.it

For the thirteenth year, the corporate research team at Selling Power has identified and ranked the best companies to sell for among the best sales forces in the United States.

The focus this year expanded to include companies of all sizes, not only those with more than 500 salespeople. An extensive, expanded questionnaire was sent to top sales executives, training managers, and human resources managers to request key data that would be important to prospective employees looking to enter the sales profession.

This year, we focused on three broad areas while examining the data: customer growth and retention; hiring, compensation, sales training, and enablement; and company recognition and reputation. (See ratings chart below).

Anita Windisman's insight:

Notice that LinkedIn tops the list at #2!

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The #1 Relationship Building Habit You Should Do Daily

The #1 Relationship Building Habit You Should Do Daily | Social Selling:  with a focus on building business relationships online | Scoop.it
Introductions from your network to the right clients, employees, partners, and investors can change everything. However, most people leave this up to chance. One individual has found a way to remove the randomness.
Anita Windisman's insight:

At LinkedIn we believe that relationships matter!

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How To Get Started On Social Selling

How To Get Started On Social Selling | Social Selling:  with a focus on building business relationships online | Scoop.it

In this previous post, I highlighted the importance of Social Selling and the increased attention this topic was getting. The importance of Social Selling has grown significantly since the increase in online interactions. Companies are starting to listen and monitor these interactions to identify potential sales opportunities and salespeople are increasingly mining social channels as a means to identify prospects.

 

What is Social Selling

Social Selling can be best defined as:

 

“…the use of Social Media by sales organizations for listening, customer engagement and internal collaboration. It allows sales people to effectively identify, engage and manage multiple customers; a task that eliminates some of the more wasteful parts of traditional selling practices such as cold calling.”

 

A study conducted by the Aberdeen Research Group clearly highlights the importance of Social Selling. The study demonstrated a higher success and customer retention rate among sales reps that adopted Social Selling initiatives. Sales reps engaged in conversations with companies and focused on being credible resources. The increased online visibility allowed reps to build relationships with customers and often times this led to potential sales opportunities.

 

There has been a substantial growth in interest for Social Selling, and many companies are beginning to integrate Social practices into their business. However, the transition from traditional selling to Social Selling can be challenging. Often, companies are unsure how they can benefit from having a more “social” sales team? Or a business can have certain misconceptions as to what exactly Social Selling involves or not know what the best practices are?

 

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