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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 for B2B | 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.

 


Via Anita Windisman
Mike Ellsworth's insight:

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

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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.
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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

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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 

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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 

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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

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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 

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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
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B2Bemaillistz's curator insight, May 12, 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

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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.

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

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

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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?

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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

 

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How to Steal Your Competitor's Social Media Followers

How to Steal Your Competitor's Social Media Followers | Social Selling for B2B | Scoop.it
If you want to accelerate your social media game by getting followers from your competitors, here are several tips you should consider.
Mike Ellsworth's insight:

The tips include:

 

Start Networking

Analyze Facebook Activity

Analyze Twitter Activity

Steal Your Competition's Followers on Twitter

Steal Your Competition's Followers on Google Plus

Other Methods for getting Followers from Your Competition

 

Via @PerfectJulia
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Social Selling for Sales Leaders: How Social Selling Works

Social Selling for Sales Leaders: How Social Selling Works | Social Selling for B2B | Scoop.it
An overview of the biggest social networks, which will then explore a social selling example to see how it works in practice.
Mike Ellsworth's insight:

A nice white paper explaining the basics of social selling. For a more in-depth look, check out our book, The Infinite Pipeline: Social Media for B2B Sales Success http://bit.ly/InfPipeCh1


Via @rvonsosen

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A story of two sales experts [infographic]

A story of two sales experts [infographic] | Social Selling for B2B | Scoop.it
One of best pieces of advice I got as I grew up was to always find ways to work smarter and not harder.
Mike Ellsworth's insight:

A great infographic on social selling

 

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The Key to Social Selling is to Make Buying More Convenient, Not Marketing

The Key to Social Selling is to Make Buying More Convenient, Not Marketing | Social Selling for B2B | Scoop.it

Today Entrepreneur ran an article on FourSquare's new 'passive check-in' feature where, apparently, when you are in proximity to a business, your phone will receive tips and information about the business.

Mike Ellsworth's insight:

Is this creepy or not?

 

Please comment below.

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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 

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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 

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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

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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.

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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 

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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.

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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
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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 
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9 Ways Social Media Marketing Will Change in 2014

9 Ways Social Media Marketing Will Change in 2014 | Social Selling for B2B | Scoop.it
We asked nine successful entrepreneurs how they are planning on altering their social media marketing strategies in the next six months.
Mike Ellsworth's insight:

OK, I must say it's hard to take seriously a list that has as its second item "Social won't be use for sales." Leaving aside the typo, this is a very poor prediction. Social sales is becoming mainstream and I see no reason why that trend won't continue. The prediction, however, outlines a few misconceptions about social. No, it's not about likes or engagement or any of that squishy stuff. It's about delivering results, and the social sales results will keep on rocking in 2014, as savvy sales people realize that social selling is nothing more than the relationship sell on steroids.

 

Just ask Bryan Kramer: http://bit.ly/Lm4Bd1 ;

 

Here's the full list:

 

1. Graphic software will rise.

2. Social won't be use for sales.

3. Automation will explode

4. LinkedIn will become the most important publisher

5. Content will be bigger and better.

6. Social will need to stand out.

7. Social media campaigns will have to be paid.

8. Interactive content will trump static content.

9. Google+ will merge into the social scene.

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Why You Can't Resist Persuasive Techniques (Even When You Spot Them)

Why You Can't Resist Persuasive Techniques (Even When You Spot Them) | Social Selling for B2B | Scoop.it
Even if you know persuasive techniques are coming, you can't resist them when they are executed effectively ... as the story of HoneyBell oranges shows.
Mike Ellsworth's insight:

These techniques are tried and true. Is your company using them?

 

1. Liking: we buy from people we find agreeable

 

2. Authority: we respect and respond to those in charge

 

3. Reciprocity: we’re driven to pay back “debts”

4. Commitment: we strive to make our actions and decisions consistent

 

5. Social proof: we feel safer about buying something others have tried

 

6. Scarcity: we want things more when their availability is limited

 

Via @EricTTung 
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5 Reasons Why Social Selling Kills Cold Calling Every Time - Rick Ramos

5 Reasons Why Social Selling Kills Cold Calling Every Time - Rick Ramos | Social Selling for B2B | Scoop.it
Learn why social media is better than cold calling. Reach more people in less time.
Mike Ellsworth's insight:

In case you haven't heard, "Social media posting is the new cold call." Here are the main points of this article:

 

Social Proof

Warm Contacts

Clarity

Oops, I Sold Someone Else

Social Attachment

 

Via @RickTRamos

 

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CMO: Enable Reps with the Right Content at the Right Time

CMO: Enable Reps with the Right Content at the Right Time | Social Selling for B2B | Scoop.it
Sales reps want solid materials to support them in sales campaigns. Here are 5 critical actions that need to take place to enable your sales force.
Mike Ellsworth's insight:

This article features a nice Buying Process Map Teamplate that incorporates four steps:

 

Identifying the Buying Phases

Defining Key Buyer Actions

Identifying Questions Buyer’s Asks in each Stage

Recognizing the Exit Criteria

 

Via ‏@johnstaplesSB

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