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|

Turn Cold Calls To Warm Calls With Social Selling

Traditionally speaking, B2B sales has used the dreaded tactic referred to as THE COLD CALL. The cold call exists because it allows salespeople to meet their dial #’s and reach as many prospects as they can with their time allotted at the office. In other words, the more qualified or unqualified people we can reach the better the odds of having more prospects eventually drip through the funnel. Before buyers became “social”, this spray and pray strategy was commonplace. Before buyers were leaving hints online, there was an excuse to be doing cold calls. The lack of relationship, information, and preparedness is always sn excuse for cold calls and failure.

Now however, buyers are all over social networks and telling us things about themselves like never before. Within 30 seconds you […]

By |Tuesday, March 29, 2016|Social Media, Social Sales|

Basic B2B Social Selling Strategies To Stack The Deck In Your Favor

Poker is a game of psychology and body language where each player carefully observes the other for any signal or tell that they have either a great hand or a sub-par hand. Social selling is no different, and the public social media realm allows you to do this with precision.

Knowing Your Competitors

Build Twitter lists and saved searches in LinkedIn that will help you monitor them. Keep in mind that all Twitter lists involving competitors should be kept private.

LinkedIn Saved Searches

Used saved LinkedIn saved searches to see when a competitor hires or adds an employees that will directly compete for business with you. By flipping your privacy to anonymous browsing you can survey your competitors team and map out their department even going as far as to know who handles what […]

By |Monday, March 14, 2016|Social Media|

Social Selling Expert Interview: Mario Martinez Jr.

Every 2 weeks I interview someone who’s innovative and who has left a lasting impact on the social selling space. Today I got to interview one of my friends and influencers Mario Martinez Jr. More about Mario below.

Mario, you’ve managed to put yourself into one of the hottest spaces in social media this year: Social Selling. You’ve spoken at some of the biggest sales conferences including LinkedIn Sales Connect about the value of integrating digital and social into the sales process.

I’d like to help our audience understand what your views are on the topic…

Q1: How do you define the buzz term “Social Selling”?
A1: First off thanks my brotha for the compliment. I’ve only learned from the great social sellers like yourself! Your question though is a Great Question Julio. So […]

By |Wednesday, February 24, 2016|Social Media|

Social Selling Expert Series: Jack Kosakowski

Jack Kosakowski is Global Head Of Social Sales Disruption with Creation Agency. Jack has been one of the most active social sellers and social sales influencers on social media. We had the opportunity to catch up with Jack and ask him some of the burning questions social sales practitioners and leaders have been asking.

Jack Image

Jack, you have been working at developing and innovating digital sales for a while now, and have managed to establish a great online reputation as a “social seller”. You and I share very similar beliefs on the value of social in the sales process and how people, platforms, and processes intersect.

I’d like to help our audience understand what your views are on this trending topic called “social selling”.

Q1: […]

By |Thursday, February 11, 2016|Social Media|

How Force Management Drove $1.3M With Social Selling

force management case study backer

Force Management is a leading provider of products and services that help  B2B sales organizations drive profitable growth and exceed revenue numbers. In this case study, you’ll discover how Force Management uses rFactr’s SocialPort™ to help increase qualified leads, accelerate sales cycles, and generate additional revenue.

Established in 2003, and acquired by GrowthPlay in 2015, Force Management specializes in sales transformations that help B2B sales organizations increase revenue, improve sales margins, and gain market share. Their clients include Ingersoll Rand, Tek Systems, BMC Software and more.

The Challenge

  • Force Management was looking to increase their pipeline and find additional channels […]
By |Tuesday, February 2, 2016|Social Media|

3 Ways To Generate B2B Sales Leads Using Twitter

Twitter provides the opportunity for B2B sales teams (and B2C) to gain an unfair advantage on their competitors by using it strategically. Twitter can help generate leads and additional revenue opportunities for teams who haven’t embraced social media.

By |Friday, January 22, 2016|Social Media|