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How to Measure the ROI of Social Selling (It’s Easier Than You Think)

A common challenge facing sales professionals today is measuring the ROI of Social Selling. 

To be clear, Social Selling is defined as leveraging social media to generate revenue. 

And while the best tool for tracking sales revenue is your CRM, many forward-thinking sales organizations still don’t measure their sales team’s Social Selling efforts there.

Why not?

It’s not for a lack of trying. 

Unfortunately, SMBs and enterprise companies alike spend countless hours creating custom Social Selling tracking methodologies right inside Salesforce.com or Microsoft Dynamics or SAP Cloud for Sales or whatever CRM Solution they use.

The downfall of these “customized” […]

By |Thursday, January 14, 2016|Social Media|

The Burst of your Information Bubble

I hope that everyone had a safe and enjoyable Christmas and New Year’s! I came across an article towards the end of 2015 that talked about the risk of personal information Bubbles created by Social Media. Since most New Year’s celebrations include bubbles, I thought this would be a playful and great way to start off 2016.

This article published by Kurzweil (http://www.kurzweilai.net/social-media-news-consumers-at-higher-risk-of-information-bubbles-iu-study-says) highlights an Indiana University Research Study. In essence, it talks about the personal risk of using Social Media as a news source because it can isolate your influence. I will concede that some points might be valid, but here are my quick points in clarification from a professional perspective and for companies on some action steps that reduce that risk.

Burst your personal Bubbles. Make sure establish more […]

By |Wednesday, January 6, 2016|Social Media|

3 New Years Resolutions For B2B Sellers

Every year people all over the world make promises to improve themselves and position themselves better for the year ahead. We have now hit 2016, and sales executives all over the world are planning how they will exceed their quotas and bring in more revenue.

make more money

If you haven’t made your selling resolutions, here are 5 resolutions top B2B salespeople will be doing to destroy their 2016 numbers:

Update Your Social Media Profiles to be Buyer Centric – Re-visit your key social profiles that you will engage prospects on. Ensure you appear professional, consistent, and as a potentially valuable asset for your buyer persona to engage. You also want to take advantage of your bio by using they right keywords that will make […]

By |Monday, January 4, 2016|LinkedIn, Social Media, Social Sales, Twitter|

How Twitter Can Supercharge Your Sales Pipeline

One of the major reasons why innovation and first-to-market partnerships is to ensure that our clients and partners maintain a consistent unfair advantage over their competitors. Here are some tips that can help anyone using Twitter in their sales process an unfair advantage.

How Can Using Twitter Give Me an Unfair Advantage?

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. You have the task of winning over each one and proving unique value to each along the journey. That’s going to require segmentation of these folks into relevant lists and sharing the right content with them at the right time – it also gives you a chance to remove traditional dark periods out of […]

By |Thursday, December 17, 2015|Social Media|

How To Create a Winning LinkedIn Headline

Along with your profile picture, your LinkedIn headline is the first thing a potential prospect or buyer sees when they come across your profile. We all know that first impressions are huge and your LinkedIn first impression is no different. You want to show your potential partners that you are valuable, credible, and somebody they want to do work with.

This 2 minute video will highlight how you can build a buyer centric headline that not only will help you to be found, but will captivate your prospects to connect and do business with you.

Highlights from this video include:

  • Why a LinkedIn headline is important for sales reps
  • Elements of a successful buyer centric headline
  • How to create a hook using your LinkedIn headline
  • Examples of how a good headline […]
By |Tuesday, December 15, 2015|Social Media|

The Road To Revenue Through Employee Advocacy

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Employee Advocacy in its inception is the idea of providing great products and services as well as a positive work environment to encourage employee to get on their “soapbox” and sing the praises of the brand. We have all seen the evolution of communication unfold before our very eyes. We have seen society turn to social media as the outlet to voice their opinion for any number of topics, one being their employer. Organizations have picked up on this and now see the opportunity to leverage their employees and those connected via social networks.

One of the most common questions I have heard is: “If we adopt an employee advocacy program, how do can we monetize it?” It’s simple, it all start […]

By |Thursday, November 19, 2015|Social Media, Social Sales|

How to avoid “fuzzy” metrics when launching an employee advocacy program

employee advocacy measurement

There will always be a pressing need to justify corporate spend on a new initiative.  Simply put, companies want to know what return they are going to receive after investing money and other resources in a new program – as they should!  However, in the social media industry, there have been countless discussions on the difficulty of proving social ROI.  As a result, many have even said that social media initiatives should not be held to the same standards as other programs when it comes to correlating revenue and return.  They then promote what I call “fuzzy” metrics (as opposed to hard metrics) as indicators of success such as likes and followers.

Don’t get me wrong, metrics such as reach […]

By |Monday, November 9, 2015|Social Media, Social Sales|

The Secret To Getting Noticed And Doing Business On LinkedIn

The odds are that if you look at your own LinkedIn profile you will find that it looks like a CV. It might speak in the 3rd person even though we all know that we write our own profiles. It probably is built as if it were speaking to recruiters. We are going to change that and start driving business and building thought leadership with your profiles. The trick is in understanding how LinkedIn works and how you can take full advantage of the search algorithm. Searching LinkedIn is not much different than searching Google—SEO matters! It matters so much that it bleeds outside of LinkedIn and into Google. BrandYourself released findings that show LinkedIn is the […]

By |Friday, October 9, 2015|Social Media|

B2B Sales Expert Miles Austin – The Evolution of Modern Selling [VIDEO]

Miles Austin is one of the fortunate people who is already living his dream job.  With more than three decades of experience in B2B sales and leadership roles, Miles spends his days helping sales leaders understand and implement the rapidly evolving technology that seemingly appears almost daily in the selling space.

Having earned the nickname, “The Web Tools Guy,” Miles freely shares his wealth of knowledge about sales strategies, tactics, and tools that are used by innovative leaders in sales organizations. His Fill the Funnel blog focuses on web tools for sales professionals, but not every blog post is about a tool, as we’ll discover in today’s conversation.  

We asked Miles about the origin of his famous […]

By |Tuesday, September 22, 2015|Social Media|

Watch Your REAR: How Launching An Employee Advocacy Program Can Get You Fired (or Promoted)!

Did you know that every 48 hours the amount of content created from the beginning of time until 2010 is re-created…online?

2010-2015 was all about content. But now we’ve hit a tipping point where we have an overabundance of content. To put things in economic terms, we have a situation where the supply of content far exceeds the demand of content. What happened to Starbucks when they had a store on every corner and cannibalized its own earnings? They closed the stores, gave the locations to their competitors and focused on execution – and delivering a superior experience than the oncomers.

If 2010 – 2015 was about content, 2015 and beyond is about context. The noise online is incredible and as employee advocacy programs […]

By |Monday, September 21, 2015|LinkedIn, Social Media, Social Sales|