Social Selling for B2B
1.1K views | +0 today
Follow
Social Selling for B2B
The latest on the social selling trend, with an emphasis on business-to-business (B2B) selling. By Social Media Performance Group and our book: The Infinite Pipeline: How to Master Social Media for B2B Sales Success - Sales Person Edition http://bit.ly/InfPipeCh1 Click the link for a free chapter.
Curated by Mike Ellsworth
Your new post is loading...
Your new post is loading...
Scooped by Mike Ellsworth
Scoop.it!

The Blueprint for Building the Ultimate B2B Sales Funnel

The Blueprint for Building the Ultimate B2B Sales Funnel | Social Selling for B2B | Scoop.it
The B2B sales funnel is very different than 10 years ago. Learn the blueprint for properly navigating those tough waters.
Mike Ellsworth's insight:

Here are the steps in creating a B2B sales funnel:

 

Build an audience.

Make sure your marketing content is mapped to buyer behavior.

Accept marketing automation as a mainstay.

Fortify your sales enablement by embracing the ‘human element’ of the sales and marketing.

Use shared KPIs between sales and marketing.


This last one is pretty important.


Via @garretthollande 

more...
Ivan Caminero's curator insight, September 9, 2015 11:51 AM

Great topic, and in my opinion, one that many companies struggle with. 

Scooped by Mike Ellsworth
Scoop.it!

11 Tactics to Get More Click-Throughs from Social Media

11 Tactics to Get More Click-Throughs from Social Media | Social Selling for B2B | Scoop.it
If you want to get traffic from the social web, all you have to do is publish updates with your links in them, right? I wish that were the case. If it we
Mike Ellsworth's insight:

Some good, quick tips for getting clicks.

 

Via @nathan_rossow 

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Top 14 Utopian & Dystopian Shocking Sales Predictions

Top 14 Utopian & Dystopian Shocking Sales Predictions | Social Selling for B2B | Scoop.it
It's the end of the sales world as we know it... and I feel fine? Gerhard, Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. 'Gartner predicts that by 2020, 85% of interactions between businesses will be executed without human intervention. It is likely that of the 18 million salespeople in the United States, there will be only about 4 million
Mike Ellsworth's insight:

Will a machine steal your sales job?

 

Via @kittyscheperman 

more...
No comment yet.
Rescooped by Mike Ellsworth from Coaching commercial
Scoop.it!

1,000 Salespeople Called This CEO a Jerk

1,000 Salespeople Called This CEO a Jerk | Social Selling for B2B | Scoop.it

I seem to have touched a nerve. When I wrote Why This CEO Will Never Hire Another Salesperson last week, I had no idea that it would create a firestorm.


Via Raphael Ducottet
Mike Ellsworth's insight:

No more sales people????? Why this guy won't hire any more.

more...
Raphael Ducottet's curator insight, January 27, 2015 2:15 AM

Interesting debate even if i do not share all his ideas.

Scooped by Mike Ellsworth
Scoop.it!

39 Blogging Tools to Help You Work Faster

39 Blogging Tools to Help You Work Faster | Social Selling for B2B | Scoop.it
When you’re finding amazing content to share on social media, one of the most valuable places to turn is your own blog and the content you create.
Mike Ellsworth's insight:

A lot of cool tools here.

 

Via @jseilerman

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Should you repeat your tweets? Facts and figures from 1M tweets

Should you repeat your tweets? Facts and figures from 1M tweets | Social Selling for B2B | Scoop.it
It is mainstream that to share a news on Twitter one should repeat it a few times, for the simple reason that your followers aren't up online on twitter all day and that they are likely to miss your great news.
At Wisemetrics we like to look a statistics from lots of data points, and since we have our hand on around 1B tweets, we thought we could get some concrete numbers about if one should repeat tweets.
Mike Ellsworth's insight:

Should you repeat tweets? The short answer is, yes. But not too quickly. Even the 6th tweet gets significant interest.

 

Via @JanaLThibs 

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Five B2B Marketing Trends for 2015 That You Should Get a Head Start on Now | Visually Blog

Five B2B Marketing Trends for 2015 That You Should Get a Head Start on Now | Visually Blog | Social Selling for B2B | Scoop.it
We may have barely crossed into the second half of 2014, but if you want to have a big year in 2015, you should jump on your game plan now. As you lay the foundation of your 2015 marketing strategy, here are five marketing trends to give you a jumpstart on your big projects for the rest of this year and next:   1. Micro-targeting: It’s Time to Really Get to Know Your Customers Put away your one-to-many playbook and dig deeper into customization and personalization strategies to find the small, y
Mike Ellsworth's insight:

One of these trends - paid placement - is unfortunately never going away. This is too bad because engagement beats advertising every time.

 

Via @taragiuliano 

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Get Your B2B Content Past the Gatekeeper | Social Media Today

Get Your B2B Content Past the Gatekeeper | Social Media Today | Social Selling for B2B | Scoop.it
Mike Ellsworth's insight:

Three simple ideas to get your prospects reading the content you share:

 

Create relevant content

Target the appropriate audience

Have the relevant timing

 

Via @BBNnetworks

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Whether Inside or Out, the 4 New Realities of Closing Sales

Whether Inside or Out, the 4 New Realities of Closing Sales | Social Selling for B2B | Scoop.it
Advice on developing a culture and strategy that breeds revenue from the chief revenue officer of Hubspot, which pulled in $77 million last year.
Mike Ellsworth's insight:

Great advice on social selling:

 

1. Invest your time in social influence, not cold calling. 

2. Always be helping, not closing. 

Related: 

3. Crave and experiment with technology. 

4. Become a data nerd. 

 

Via @bdstolle 

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

How Buyers Buy... and Four Ways You Can Help Them Choose You

With the Internet, the Great Recession, and intensification of competition in many industries, the way buyers buy has changed. Buyers are busier, they have more choices, and they are better informed than ever.

Mike Ellsworth's insight:

The article presents seven attributes that separate winners from second place:

 

Educated me with new ideas or perspectives

Collaborated with me

Persuaded me we would achieve results

Listened to me

Understood my needs

Helped me avoid potential pitfalls

Crafted a compelling solution

 

Are you doing all these in your selling methodology?

 

Via @rattlebacks
more...
B2Bemaillistz's curator insight, May 12, 2014 3:19 AM

Great Article..how our relationship will generate traffic and revenue , Skilled manpower will target right audience and they will get quality leads..Thanks for sharing

Scooped by Mike Ellsworth
Scoop.it!

Human Marketing: Socialization on Demand

Human Marketing: Socialization on Demand | Social Selling for B2B | Scoop.it
“On demand” is the yin to socializing’s yang. On demand is now, it’s quick, and always available. Socializing takes time. Perhaps it’s time to build some guardrails around how to socialize content quickly to meet demand without sacrificing our high expectations.
Mike Ellsworth's insight:

My buddy Bryan Kramer is making a big noise with his H2H (Human to Human) social marketing concept. We both share a believe that you should Be a Person, not a company (http://bit.ly/OrderBeAPerson).

 

This short article will get you started. Major points:

 

Stage 1: Investigation

Stage 2: Socialization

Stage 3: Maintenance

Stage 4: Re-socialization

Stage 5: Remembrance

KEY TAKEAWAY: Humans are shaped by social influence. When you know your audience well, you can release information quickly, gather feedback, iterate as necessary, and continue the cycle. Keeping up with our on-demand culture isn’t enough if you’re not delighting them along the way – in real time, over, and over, and over again.

more...
Amanda Groover's curator insight, April 1, 2014 11:55 AM

Understanding the social mood of your customer audience is a key to meeting demand without sacrificing quality. 

Scooped by Mike Ellsworth
Scoop.it!

3 Steps to Build a Social Media Marketing Sales Funnel |

3 Steps to Build a Social Media Marketing Sales Funnel | | Social Selling for B2B | Scoop.it
Discover how to create, test and adjust your sales funnel to deliver content that better serves your customers.
Mike Ellsworth's insight:

It's just three steps. Why aren't you doing them?

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

3 Ways to Boost Your Lead Generation With Social Media |

3 Ways to Boost Your Lead Generation With Social Media | | Social Selling for B2B | Scoop.it
Boost social media lead generation by gating content, amplifying your audience with social ads and optimize social ad conversions with Google Analytics.
Mike Ellsworth's insight:

Three simple recommendations for improving lead generation with social media:

 

#1: Gate Enticing Content With a User-Friendly Form

#2: Amplify Your Audience With Focused Social Ads

#3: Optimize Social Ad Conversion With Google Analytics

Via @GregorSIDERIS

 

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Here's How to Use Hashtags on Twitter, Facebook, Instagram AND Google+

Here's How to Use Hashtags on Twitter, Facebook, Instagram AND Google+ | Social Selling for B2B | Scoop.it
Wondering how to use hashtags on the major social networks? No problem. Here's an ultimate guide to hashtags on Twitter, Facebook, Instagram & Google+.
Mike Ellsworth's insight:

Get the hang of hashtags with this comprehensive article.

 

Via @Buzz_Fish

more...
No comment yet.
Rescooped by Mike Ellsworth from Social Selling
Scoop.it!

LinkedIn Spearfish Marketing Content + Process = Engaged Prospects

LinkedIn Spearfish Marketing  Content + Process = Engaged Prospects | Social Selling for B2B | Scoop.it
Spearfish Marketing is a term Social Sales Link uses for targeted prospecting campaigns. Marketing strategies are very different from our client and networking business development techniques, but are very effective in their own right. Connecting with your target market on LinkedIn is ideal for sales professionals, but without sending mass connection requests to strangers or paying for dozens of inMails, getting your message into the inbox of the decision maker can be a challenge.One of the major benefits of LinkedIn Groups is the ability to message other members even when you aren't connecte

Via Social Sales Link
Mike Ellsworth's insight:

Target prospects through LinkedIn Groups and other techniques.

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

B2B Lead Generation Starts with Mapping the Buyer’s Journey

B2B Lead Generation Starts with Mapping the Buyer’s Journey | Social Selling for B2B | Scoop.it
If your leads are lacking, consider revamping your B2B lead generation strategy to focus on the many stages of the buyer’s journey
Mike Ellsworth's insight:

Social selling means figuring out how the buyer's journey has changed, and how social media can help assist and inform that jouirney.

 

Via @Neil_Moodie 

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Sales Leaders: Wisdom From the Other Side of the Table

Sales Leaders: Wisdom From the Other Side of the Table | Social Selling for B2B | Scoop.it
Gain powerful perspective from Amy Slater, SVP of World Wide Sales Ops at Rovi Corporation. In her role, she’s often a buyer instead of a Sales Exec.
Mike Ellsworth's insight:

So what advice does a sales exec give once she becomes a buyer? Great article.

 

Via @sales_hackers

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Content Marketing Tools | Listly List

Here's a crowdsourced list of content marketing tools. Add yours and upvote your favorites.

Vendors: please don't game this list! | Google Analytics, Docalytics, StoryStream, Scoop.it, Oktopost, Buffer - A Smarter Way to Share on Social Media, Upload & Share PowerPoint presentations, documents, infographics, Evernote, Listly - Lists made easy + social + fun!, and LookBookHQ
Mike Ellsworth's insight:

As with every list I publish, there's some I've heard of and others that are completely new. Altogether, a great collection.

 

Via @dougkessler 

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

5 Rules for Using Social Selling to Crush Quotas and Build Your Social Funnel

5 Rules for Using Social Selling to Crush Quotas and Build Your Social Funnel | Social Selling for B2B | Scoop.it
OK, I’ll admit it. At first, I didn’t buy into the “social selling”craze. I’d see social media experts popping up everywhere, claiming that social selling was the wave of the future. But I…
Mike Ellsworth's insight:

Just as long as you don't brag about being a quota crusher on social media, I guess it's OK. But think about your prospects. What would they think?

 

Some very good tips in this post:

 

Rule 1: Always Be Connecting

Rule 2: Always Be Prospecting

Rule 3: Always Be Listening

Rule 4: Always Be Engaging

Rule 5: Always Be Educating


Via @JackKosakowski1 

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

The Hidden Power of Gratitude in Driving Sales

The Hidden Power of Gratitude in Driving Sales | Social Selling for B2B | Scoop.it
Did you know? Writing a gratitude journal at the end of each work day can help you increase sales.
Mike Ellsworth's insight:

Give gratitude and sell more.

 

Via @todd_martin

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

The Evolution of Social Selling

The Evolution of Social Selling | Social Selling for B2B | Scoop.it
The business of selling has always been social. Though the end results of generating new revenue are still the same, the tactics—like anything in life—must change to meet the current landscape. A brief history of sales The art of bartering is sales in its earliest form; for the most part,...
Mike Ellsworth's insight:

Forbes' #1 social selling expert Koka Sexton on the inevitability of social selling. A great read.

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

5 Strategies for Driving Sales With Thought Leadership

5 Strategies for Driving Sales With Thought Leadership | Social Selling for B2B | Scoop.it
Thought leadership is hard to define but customers recognize it when they see it.
Mike Ellsworth's insight:

Content can produce sales. If your sales force isn't using content to become thought leaders, read this article for reasons why you should be.

 

Via @omaranzur 

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Your Salesforce is Not Ready to do Social Selling - Social Media Performance Group's Blog

Your Salesforce is Not Ready to do Social Selling - Social Media Performance Group's Blog | Social Selling for B2B | Scoop.it
Before you even think about doing social selling, do an assessment of your salesforce's readiness to adopt this new, effective way to do sales.
Mike Ellsworth's insight:

Make sure you do an social selling readiness assessment before you train your salesforce to use social selling. Up to 75 percent of your sales people are not ready.

more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

Why Sales Hates Marketing: 9 Reasons

Why Sales Hates Marketing: 9 Reasons | Social Selling for B2B | Scoop.it
Here's why your marketing team and your sales team can't get along. Hint: The sales team is probably right.
Mike Ellsworth's insight:

The real reasons:

 

1. Marketing Acts Superior

2. Marketing Doesn't Believe in Sales

3. Marketing Thinks Selling Is Easy

4. Marketing Avoids Being Measured

5. Marketing Claims to be 'Driving Sales'

6. Marketing Pretends It's Strategic

7. Marketing Wastes Money

8. Marketing Pretends It's Engineering

9. Marketing Argues About Lead Quality

Via @adamkarwoski
more...
No comment yet.
Scooped by Mike Ellsworth
Scoop.it!

B-to-B Decision-Makers Are People, Too (Really)

B-to-B Decision-Makers Are People, Too (Really) | Social Selling for B2B | Scoop.it
Emotion can work in B2B, if it's focused on the purchaser's feelings not about himself, but about the benefits accruing to the company.
Mike Ellsworth's insight:

My buddy Bryan Kramer calls this concept H2H, or Human to Human, selling. You're not selling to a business. You're selling to a person at a business. Good article.

 

Via @charliesaunder3 
more...
No comment yet.