Social Media, a Tool to Increase Sales
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Social Media,  a Tool to Increase Sales
How can entreprises and organisations sell more products and services using social media?...
Curated by Duc Pham Anh
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Grande Guide to Social Selling - Marketing Automation | Demand Generation | Eloqua

Grande Guide to Social Selling - Marketing Automation | Demand Generation | Eloqua | Social Media,  a Tool to Increase Sales | Scoop.it
Social selling is the practice of leveraging social networks and the associated tools in the overall sales function from lead generation, to closed deal to account management.
Duc Pham Anh's insight:

One of the broadest and complex guide explaining what social selling is about. It also shows really interesting, important and useful statistics about selling and social media, such as:

 

"70% of the buyers' journey is completed before they talk to a sales person"

"65% of businesses are already using social media in their sales efforts"

 

According to the article, Social selling is about building a personal brand, developing a network of business relationships, sales intelligence and social listening. 

 

I recommend going through all 8 pages of the guide!

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Social Selling vs. Social Marketing

Social Selling vs. Social Marketing | Social Media,  a Tool to Increase Sales | Scoop.it
You can use social media in a variety of ways, but if you're trying to sell or market, you should take two different approaches. Anita Campbell explains the difference between social selling and social marketing.
Duc Pham Anh's insight:

An article explaining the difference between social selling and social marketing.

 

Here are the first sentences of each explanation: 

Social marketing centers around creating and maintaining brand awareness, as well as building up customer loyalty. Social selling focuses more on prospecting and maintaining visibility for your brand.

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Social Selling: The New Practitioner's Guide | Social Media Today

Social Selling: The New Practitioner's Guide | Social Media Today | Social Media,  a Tool to Increase Sales | Scoop.it
Complex sales involve a number of different people. You will find multiple decision makers, buyers, each having a completely different role and need than the next one.
Duc Pham Anh's insight:

A comprehensive page with advices on social selling activities that a salesperson can follow in order to effectively manage sales trends in the world of social media. It gives tips on getting to know the clients, monitor competition or leveraging your own team.

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How to Use Social Media to Boost Your Sales - Better Closer

How to Use Social Media to Boost Your Sales - Better Closer | Social Media,  a Tool to Increase Sales | Scoop.it
Really social media isn’t so different from the skills you use daily to sell. The anxiety comes with learning to use those skills in a new environment.
Duc Pham Anh's insight:

An arcticle about essential social media channels every sales people should learn about and use. Sales people should perceive those channels as selling tools apart from traditional phone or email. Social media should be a blend between a contact database and a CRM system...

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What Is Social Selling and How Does It Increase Sales? | Social Media Today

What Is Social Selling and How Does It Increase Sales? | Social Media Today | Social Media,  a Tool to Increase Sales | Scoop.it
social selling Social selling is a new way to approach a sales process that allows you to stay relevant with your prospect when you would normally go dark during off periods of non-communication.
Duc Pham Anh's insight:

I have been curating some articles about social selling, but what actually social selling is? Everything is explained in this article.

 

To sum it up, social selling is a new way to approach a sales process that allows you to stay relevant with your prospect when you would normally go dark during off periods of non-communication.

 

It consists of 4 main activities: Building a personal brand, Gathering sales intelligence, Creating a deep network of contacts and social listening.

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Your Social Profile is Your First Impression

Your Social Profile is Your First Impression | Social Media,  a Tool to Increase Sales | Scoop.it
  In sales, you never get a second chance to make a first impression. First impressions are now coming from secondary sources like referrals and social profiles. The importance of a profession...
Duc Pham Anh's insight:

The first two sentences of the first paragraph of this article states it clearly: 

 

"In sales, you never get a second chance to make a first impression. First impressions are now coming from secondary sources like referrals and social profiles."

 

The article mainly gives you hints on what to do and what not to do with your LinkedIn profile.

- Keep your profile updated every three months

- Do not leave a photo blank

etc.

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Social Selling to the SMB: Two Pieces of Social Data that Help Close Deals

Social Selling to the SMB: Two Pieces of Social Data that Help Close Deals | Social Media,  a Tool to Increase Sales | Scoop.it
If there's one company selling to small businesses that understands social, it's Yelp.  Of the reps I've talked to from the leading review site, most say they close deals by providing potential cus...
Duc Pham Anh's insight:

An article writing about a good case practice, a company called Yelp and how they do COLD CALLING. It says that it is necessary to provide potencial customers with real data on how you have already helped their business and that traditional cold calling does not work anymore. Sellers today have to innovate the way they start calling customers!

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12 Simple Social Media Selling Activities to Help Your Sales Reps Drive New Business and Grow Key Accounts

12 Simple Social Media Selling Activities to Help Your Sales Reps Drive New Business and Grow Key Accounts | Social Media,  a Tool to Increase Sales | Scoop.it
12 Simple Social Media Selling Activities to Help Your Sales Reps Drive New Business and Grow Key Accounts   This post was originally published on the Richardson Sales Training and Strategy Ex...
Duc Pham Anh's insight:

A great article from website called Social Selling University, founded in 2011.

This article gives the reader 12 advices on how to increase sales, mainly what to do with LinkedIn, company blog or your Facebook profile...

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Sales Productivity and Social Selling

Sales Productivity and Social Selling | Social Media,  a Tool to Increase Sales | Scoop.it
Social Media and Social Networks can be a huge time sink if activity is not planned and focused. Sales People and Business Owners like you and I need to

Via Barry Deutsch
Duc Pham Anh's insight:

This article gives 10 advices to build a sales strategy using social media, that would help being more effective and efficient. It also writes about 30:30:30 accelerator programme, which means:

30 opportunities  in

30 days  in

30 minutes a day.

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Barry Deutsch's curator insight, January 27, 2013 4:06 PM

Two of the key points that I come away with from this article - ones I reinforce in my social selling workshops and seminars is that you've two main publishing goals in using social media to drive sales:


First, publishing your own original content on how you product/service solves big problems/issues for your niche (Blogging, slide presentations, videos, white papers, useful checklists that can be downloaded)


Secondly, publishing curated content focused on issues for your niche with your "perspective" on the article. Sharing links is not curated content - nor is it impactful and meaningful.


This insight that I am making on Scoop.it as a platform for curating content is a perfect example of NOT just sharing a link, but rather filtering the content and showing your prospects/customers how it's of value to them.


I follow the 80/20 role in content publishing. 80% of my content that I share if curated content. 20% is original content based on my own case studies, examples, illustrations, years of experience, and customer stories.


What are you doing right now to maximize your impact of selling through social media?


Barry Deutsch

Master Coach for Teaching how to drive Sales Through Social Media

 

Are you reading our Sales Through Social Media Blog?

http://www.barrydeutsch.net/sales-through-social-media

 

Learn how to leverage social media for sales.

 

Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media

http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about


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9 Ways To Start A New Local Business Using Facebook, Twitter, Groupon And Google*

Ever dream of being your own boss? If you've got a good idea and are willing to take the plunge into starting your own business, it's now easier (and cheaper)


Via dannybloomfield
Duc Pham Anh's insight:

A very interesting article that provides with useful tips on how to build your online presence in order to start a new business. One of them is to build a facebook, twitter and linkedin page for the business!

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50% of Web Sales to Occur Via Social Media by 2015 [INFOGRAPHIC]

50% of Web Sales to Occur Via Social Media by 2015 [INFOGRAPHIC] | Social Media,  a Tool to Increase Sales | Scoop.it
A new infographic reveals social commerce sales are expected to bring in $30 billion each year by 2015, with 50% of web sales to occur through social media.
Duc Pham Anh's insight:

Interesting article even from the title. It shows some interesting statistics like: "Nearly 10 million registered small businesses have a Facebook presence, and 89% of agencies use the social network to advertise for their business clients."

 

Fans who follow brands on Facebook are also more likely to purchase items from the company than non-fans. With that in mind, about 89% of small businesses believe Facebook is a valuable marketing tool for their brand.

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The 7 Most Effective Ways to Build Your Business in Social Media

The 7 Most Effective Ways to Build Your Business in Social Media | Social Media,  a Tool to Increase Sales | Scoop.it
Duc Pham Anh's insight:

Find this passage in the article for more insights ;)  "...let’s talk about the things you need to do daily if you’re going to make money from social media."

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Six Figure Social Media Secrets

Six Figure Social Media Secrets | Social Media,  a Tool to Increase Sales | Scoop.it
Duc Pham Anh's insight:

"Social media can be an extremely effective sales tool if you know how to use it strategically."

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10 Great Resources for the Social Selling Newbie

10 Great Resources for the Social Selling Newbie | Social Media,  a Tool to Increase Sales | Scoop.it
During the past few weeks, I've been catching up with the leading thinkers, practitioners and best practices in social selling.
Duc Pham Anh's insight:

Some useful tips for starting your social selling activities, including the social selling guide as already published.

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The Social Sales Revolution - 7 Steps to get Ahead - Salesforce.com UK

The Social Sales Revolution - 7 Steps to get Ahead - Salesforce.com UK | Social Media,  a Tool to Increase Sales | Scoop.it
Cold calling and 'blind selling' are yesterday's games. In this Dreamforce session
Duc Pham Anh's insight:

Great page describing main differences between traditional selling and social selling in a structured, easy to understand way! Apart from that it also shows some statistics about sales and social media. Last but not least, it gives 7 steps of the social selling action plan. 

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Social Selling | TimeTrade

Social Selling | TimeTrade | Social Media,  a Tool to Increase Sales | Scoop.it
Social selling is changing the way prospects, customers and companies engage and interact.
Duc Pham Anh's insight:

LinkedIn dominates in the B2B interaction environment and it is the place where social selling can begin! This page offers also a video-guide and a slideshare on how to master social selling via LinkedIn. Moreover, TimeTrade comes up with a solution of scheduling meetings more effectively.

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The Rise of Social Salespeople - Forbes

The Rise of Social Salespeople - Forbes | Social Media,  a Tool to Increase Sales | Scoop.it
Co-Authored by Social Sales Expert Jim Keenan Sydney, the CEO of a mid-size advertising company was sitting in her office, when she got a call from one of her vendors. Her sales rep, Mike wanted to talk about his new offering.
Duc Pham Anh's insight:

Article comparing old sales model and new sales model.

Old Sales Model (Sales 1.0)= Cold calls, sales demos and qualify leads

New Sales Model (Social Sales)= Social networks, engage, educate

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The Mini-Guide to Social Selling from Salesforce.com - Salesforce.com UK

The Mini-Guide to Social Selling from Salesforce.com - Salesforce.com UK | Social Media,  a Tool to Increase Sales | Scoop.it
Our mini-guide to Social Selling will show you how to harness social media to improve sales of your products. Learn how to discover sales opportunities with social media, getting to know your prospects better, collaborative selling and much more.
Duc Pham Anh's insight:

A guide splited into 7 key areas to help you use social media for sell more and better...

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How To Measure ROI of Social Media - Increased Brand Awareness or Increased Sales

How To Measure ROI of Social Media - Increased Brand Awareness or Increased Sales | Social Media,  a Tool to Increase Sales | Scoop.it
The function of an online marketing system is to produce leads and profit.  The scorecard for any business can be measured by those two factors.  When either of the two become stagnant or begin to ...
Duc Pham Anh's insight:

A good article about measuring ROI of social selling - this is something everyone in marketing and sales department of the company has to know. It gives 6 steps on how to try tracking sales using social media a little bit better.

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How to Leverage YouTube to Reach High Converting Prospects

How to Leverage YouTube to Reach High Converting Prospects | Social Media,  a Tool to Increase Sales | Scoop.it
There are over 1 billion hits on every day. That's 1 billion pairs of eyes attached to one billion wallets. You need to get in on this. Using YouTube as a promotional market for your brand is one o...
Duc Pham Anh's insight:

Using a short (1min) spot about your company, product, event etc., that has catchy content, can get you thousands of views in few hoursm because there us more than 1 billion hits on Youtube everyday. This is almost no production cost. Make your Social CRM team think about that!

 

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Infographic: Evolution of a Salesperson - Marketing Technology Blog

Infographic: Evolution of a Salesperson - Marketing Technology Blog | Social Media,  a Tool to Increase Sales | Scoop.it
With all of the advancements in marketing, no doubt that sales has had to respond and adjust to the changes in peoples' research and purchasing behavior.

Via Barry Deutsch
Duc Pham Anh's insight:

This article is devoted to illustrate the evolution of the role of sales people, which changes according to consumers and customers needs and behaviour. It analysis mostly the 20th century and gives the reader the information in very interesting, animated way. The main idea of the article is to demonstrate the power of the seller in the past which is transfered to the buyer in recent years because of modern technologies.  

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Barry Deutsch's curator insight, January 7, 2013 11:16 PM

Interesting infographic on the evolution of sales - perceptions by consumers/buyers.


Here's my favorite quote:


"Educate me so I'm a better, more sophisticated buyer. Give me a sample of what you do, so I'll see your value."


What's the implications for selling in a digital age - even if you don't have a digital product/service:


  • Information is transparent about you and your competitors
  • Story-telling is paramount - showing your prospects the value of what you've done for them and how it's comparable to their current pain points.
  • Being active, visible, engaged, "out there" is critical to establish yourself and differentiate yourself from all the other "me-too" competitors. Not being active on LinkedIn, Facebook, and Twitter should be considered a sin.
  • Being the best resource, educator, information portal, center of the universe for trustworthy and reliable information wins you points of why a consumer/buyer would choose your service/product.
  • Nurturing a relationship over a period of time vs. hitting someone once and moving on changes the sales process at every level in a consultative approach vs. a transactional approach.


How are you preparing and embracing the changing approach to sales that is rolling over every service and product niche?


Barry Deutsch

Master Coach for Teaching how to drive Sales Through Social Media

 

Are you reading our Sales Through Social Media Blog?

http://www.barrydeutsch.net/sales-through-social-media

 

Learn how to leverage social media for sales.

 

Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media

http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about

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Anthony Rotolo: Companies, and schools, need a strategy for social media - Syracuse.com

Anthony Rotolo: Companies, and schools, need a strategy for social media - Syracuse.com | Social Media,  a Tool to Increase Sales | Scoop.it

Syracuse.comAnthony Rotolo: Companies, and schools, need a strategy for social mediaSyracuse.comSmall businesses actually have ...


Via Vicbarrera
Duc Pham Anh's insight:

In this extract from the article, Anthony Rotolo provides his idea about sales and social media: 

 

"Should every business have a social media strategist?

I wouldn’t say that every business has to have someone who’s called a social media strategist, but I think every business needs to think about social media strategy in whichever areas they are already strategically driving the company. Every company should have social media incorporated into their goals."

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Ribbon Makes It Easier to Buy and Sell Items on Facebook and Twitter

Ribbon Makes It Easier to Buy and Sell Items on Facebook and Twitter | Social Media,  a Tool to Increase Sales | Scoop.it
Ribbon lets sellers copy and paste a link to a simple one-page checkout within tweets and Facebook posts.
Duc Pham Anh's insight:

Ribbon´s business field is online payment service. Now it enables purchasing on facebook and twitter, which makes it a lot easier for sellers to sell on social media...

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10 Ways To Use Social Media To Drive Sales

10 Ways To Use Social Media To Drive Sales | Social Media,  a Tool to Increase Sales | Scoop.it
Full engagement in social media can be one of the best tools sales professionals can use to gain sales intelligence, connect with and qualify new leads and prospects, drive sales, and close deals.Based on our years of inside sales experience, we...
Duc Pham Anh's insight:

What caught my attention in the article is point number three, which says the following: Find your audiences’ keywords. You can use the Google Keyword Tool to find out how many people are searching on your keywords per month both globally and locally.

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Sales Strategy for Social Media

Sales Strategy for Social Media | Social Media,  a Tool to Increase Sales | Scoop.it
Duc Pham Anh's insight:

The article gives advice to get your post in Top news feed of users facebook profile. Some of the actions you need to do are:

1) include videos or photos in your post

2) include links in your post

3) more comments (not likes) will put you higher in news feed

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