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|

A Guide For Salespeople: How To Improve Your Email Success Using Social Media

Email is one of the primary tools available to B2B salespeople – and is a part of the triad for modern sellers along with a telephone and social media communication system. Let’s put it this way – if sales were a gladiator sport, email would be one of the primary weapons that would be selected by each participant. Therein lies the problem. Everybody is doing it. Decision makers are bombarded each day with hundreds or thousands of emails trying to solicit their attention and their budgets. Before looking any further, here are 4 key stats about the state of email:

By |Tuesday, January 19, 2016|Social Media|

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|