Is Networking the New Sales? 3 Ways to Get Your Game On


The business of sales continues to evolve. While every business needs to facilitate sales, there's a movement toward non-traditional methods. Think about it: when you want to buy a car, a house, a new suit or the latest gadget, who do you call? Oh wait, you don't call anyone? You do research on Google. You search on Amazon. You check online reviews. You ask friends and family what they think and call out to your network on Social Media for … [Read more...]

3 Drivers in the Social Selling Machine and How to Leverage Them


Social Selling is fundamentally the process you use to help social buyers become customers. There are many strategies and tactics that lead up to the sale but ultimately it's how you leverage your expertise and provide value that wins it. I was at my local health foods store doing my weekly shopping. A vendor was camped out near the check out offering samples of an energy bar. He asked if I'd like a sample. I've tried that brand and I don't … [Read more...]

Get Your Social Sales Motor Running with These 3 Components


Have you ever popped open the hood of your car and wondered what the heck is going on under there? It's a jumbled-up mess of hoses, wires, metal and funky black stuff that, for most people, is pretty confusing. Social Media and Social Sales can be just as, if not more confusing. A lot of salespeople take a look and say, "How the heck does all this work together to make something run?" The ­principle behind the internal combustion engine is this: … [Read more...]

The Power of Social Media for Business–No Matter Where You Are


We live in interesting times. I've been blogging about the power of Social Media for business for 5 years and I'm just now starting to hear from a lot of owners and managers who want to get real and leverage its advantages. Social has shifted in those 5 years and it's only become more prevalent. But how do you know for sure it's right for your business? This week I spent some time with a Ford dealer 20 group and I'm impressed with their … [Read more...]

6 Ways to Alienate The Modern Connected Buyer #SocialSelling


Social Selling looks a lot like traditional selling. We build relationships and establish a mutual exchange of value. Social is the new channel we use to communicate with the modern buyer. Social Selling allows you to be the first to provide value. Being first gives you leverage ahead of the sale, increases your chance to participate and eventually close the sale. Why is Social Selling so important? 1. It drives revenue. 2. You don't … [Read more...]

5 Ways to Motivate Your Team for Social Selling


Social Selling is the act of networking on social channels to develop leads and sales. It's not always easy for sales managers and business owners to incorporate Social Selling in their operation, however there are specific proven ways to motivate your team for success. There's a large contingency of salespeople out there right now who are completely satisfied with the status quo. They seem to eek out a month of barely sufficient income to … [Read more...]

How to Be the Picasso of Social Selling


"Inspiration exists, but it has to find you working." ~Pablo Picasso Lately I've been thinking about how similar selling is to art. One could argue that selling IS art and having known some of the world's best salespeople and trainers, that seems right. What defines an artist is his/her ability to remain inspired and take that inspiration to their craft. Creativity is present in every endeavor we approach, it's just how well one uses it that … [Read more...]

6 Benefits of Social Selling You’d Be Crazy to Miss!


Still on the fence about implementing a process for Social Selling within your company? Maybe you're looking for more proof to have your sales team be more Social. With numbers as high as 70% of the sales process done by the time a prospect contacts you, the time is now to turn your salespeople into savvy Social sellers. Technology has transformed the way we buy. It continues to replace outdated sales tactics. Just like before the phone or … [Read more...]

5 Tips to Grow Your Network, Conquer Social Selling


Let's face it. Social Selling is here. Studies have shown that more than 3/4 of salespeople who use social media in the sales process outperform those who don't. Salespeople and their managers who leverage social networks (and the associated tools) in their overall daily sales process enjoy all of the following: Build solid sales relationships Lead generation Close the sale Customer retention It's a wonder then why so many … [Read more...]

Social Selling: 21 Ways to Engage Your Network for Referrals and Leads


Everyone would like to sell more. Not everyone knows exactly how. The answer may be right at your finger tips. Social Selling increases your reach enabling you to sell more by leveraging the trusted relationships you've built up over the last month, year or your entire career. All selling is social. Always has been. Always will be. Before Social Media, people bought from people in social ways. Today, we have Facebook, Twitter, LinkedIn and … [Read more...]