The Reason Your Social Selling Efforts May Be Failing

If you’re looking for a reason as to why all of your hard work using social media isn’t translating into revenue, the odds are your strategy is the problem. Most sales teams are using social media at an ad hoc level where they may have been provided with a little training and given tools like LinkedIn or social media dashboards that help share content and find prospects. This is usually where it stops.

What’s missing is a comprehensive understanding of how their social media activities align with their sales process or buyer’s journey. Most reps aren’t keeping up-to-date segmented lists that show what stage their prospect is currently in. Most also don’t have social network optimized content that aligns with the buyers journey. If you fall into either of those scenarios, […]

By |Saturday, March 18, 2017|Social Media|

The Most Important Part Of Your LinkedIn Profile 🏅

On LinkedIn there are typically only 2 audiences: 1) recruiters or hiring managers, and 2) your customers/clients/prospects/buyer persona. Sometimes these can either be internal to the company, or external to the company.

Regardless of the audience you are targeting, you need to think of your LinkedIn profile like a book divided into 3 parts: 1) the cover, 2) the introduction or foreward, and 3) the story. For most books, the most important factor in driving a purchase of the book is the title or book cover. Why? Because it’s what all the passer-by’s see and with a single glance they make the first determination on whether or not they will pick up the book to learn more. Though the introduction or foreward can by the next indicator to move through to […]

By |Monday, February 6, 2017|Social Media|

rFactr CEO on Leadership and Taking the Road Less Travelled

Our CEO , Richard Brasser is the foremost expert in helping companies increase the effectiveness and influence of their salesforce through the strategic use of social communication. Here’s an excerpt of the interview he did with Fivehundredstories.com:

What entrepreneur has most inspired you?

Obviously my father, but, non-family would be Rick Sharp. Rick had an incredible career including, CEO of Circuit City and Chairman of CarMax. He was an incredible man and victim to the early onset Alzheimer’s. Rick took me under his wing and meant more to me than he ever knew. I still hear his words of wisdom and wonderful probing questions.

What is the biggest obstacle you have overcome thus far in business?

I could list […]

By |Wednesday, February 1, 2017|News, Social Media|

Why Every Tech Company (and every other organization) Need Intrapreneurs

The way businesses are being run is changing from containing employees to empowering them. Organizations are realizing that every employee needs to see themselves as the CEO of their own brand. Each employee should be empowered to contribute to the success of their role and be the boss of their own role within the department. This is leading to much discussion about intrapreneurs which are entrepreneurs within an organization. This provides a healthy environment where workers get the opportunity to run their own venture within the company. This empowerment puts the onus of integrity, ownership and accountability over their role and KPIs.

Ever since I entered the B2B sales industry as a trainer, I made a concerted effort to have each team I worked with utilize social media in their sales […]

By |Tuesday, November 29, 2016|Social Media|

Social Selling Tips for HR Professionals and Recruiters

What are some tactics I should be using if I’m trying to build my brand abroad?

The first thing is to understand the social media landscape you want be a part of. As a recruiter in North America, LinkedIn is one of your biggest weapons. It’s essentially a giant phone book which allows you to find, connect and build relationships with talented candidates. Globally, localized social networks like Viadeo or Xing may allow you to gain an edge on your competition by being active on them. Networks like WeChat if you’re targeting China, or Line if you’re targeting Japan would be considerations. For lack of a poor metaphor, you would be fishing with the wrong bait if you don’t localize your approach – you will get far better response […]

By |Monday, August 15, 2016|LinkedIn, Social Media, Social Sales|

CONFIDENTIAL: How To Properly Launch An Employee Advocacy Program

Too often, traditional thinking marketers believe that owned or paid media is the only way to scale a consistent message. But that’s not true! In fact, tapping into employees as advocates not only provides a vastly increased reach, but also taps into the passions, excitement and loyalty of your employees.

We work with companies in all stages to roll out employee advocacy programs that have scaled into the 1000s of employees. By launching with the right technology, the right training, and also a library of pre-approved content we helped our partner obliterate all other lead sources customer acquisition channels.

Our process model ensures for maximum adoption, participation and success. Here are a few steps to success we’ve documented when rolling out a successful employee advocacy program.

  1. Plan – Understand how things will go […]
By |Wednesday, August 10, 2016|Social Media|

How “Likeable” Content Produces Sales Leads

Today’s digital space is being increasingly muddied by the daily barrage of new, and often poorly planned content. In fact, the amount of content that gets created online every 30 hours equivocates to the amount of content from the caveman era to 2008. That’s when the social media explosion happened and people began creating and sharing their own content en masse. Fast forward to today and we have and endless spattering of content we have to cut through to be effective.

This brings us to the concept of “likeability” – how much is a particular post or piece of content “likeable”?  For B2B Salespeople, the content they share needs to be liked and valued by their prospects. The like-ability of the content can increase by crafting posts using best practices for […]

By |Monday, June 27, 2016|Social Sales|

The Recipe for Employee Advocacy and Content Marketing Success

In today’s day and age people are sick of hearing about your company. If you are going to implement an employee advocacy program then you better have a clear strategy on what kind of content you are going to ask your employees to share. This means stepping outside of your comfort zone and understanding that you will need good 3rd party content to go along with your 1st party content.

As a marketer, your goal is to attract and nurture prospects/leads and build awareness about your brand. The problem is that if you only provide your own company’s content for your employees to share – the people that follow them on social media will tire of them quickly, unfollow them, and see them as simply a vessel for marketing material.

So, your […]

By |Wednesday, May 4, 2016|Social Media|

The Complete Guide To Optimizing Your LinkedIn Profile For Lead Generation

With Hundred of millions of users on LinkedIn – many of whom are trying to connect with and attract them same people as you are – how can you stand out and be successful? If you haven’t considered this or have simply just built out a profile and are hoping for the best – I have some bad news for you. You’re wasting your time. Every salesperson using LinkedIn should have their profile built to generate demand, demonstrate value, and be built to speak directly to your buyer persona.

There are so many elements that contribute to this. Having a headline is not the generic company/title but delivers your own value proposition that has a number of key elements that work together to drive success.

  1. Make sure you understand what keywords will […]
By |Monday, May 2, 2016|Social Media|

Why Every Sales Team Needs To Be Social Selling

If you haven’t added social media to your sales process you are at a distinct disadvantage. Think back to 20 years ago, and imagine if someone told you that every company you worked for was going to issue everyone an email address and give them a computer. You would have laughed! Years before that you would have done the same. Now, you can’t even imagine these 2 items not being issued to each and every member of your sales team. Why? Because these are the optimal way to reach and communicate with your buyers.

Well I have some interesting news. Buyers are now digitally connected and are using social media one way or another. Some are using it to research, some are using it for fun, some are using it to […]

By |Thursday, April 28, 2016|Social Media|