Is Customer Experience the New Marketing?


I am a humble student of customer experience and it's been a week of fascinating debacles. I believe there's a direct connection between customer experience and a company's revenue, having lived it during my years managing car dealerships in Southern California. We served some of the most demanding customers on the planet and now that people are connected through social media, customer experience might just be the new marketing. Disruption is … [Read more...]

Social Media and Sales: Follow This Map, Bust the Myth


There are those who believe that Social Media and sales should never be in the same sentence. In fact, many of you are probably scratching your head right now hearing it come from me. But aren't we all in business to turn a profit? The last time I checked, you can't do that without sales. So, let's talk about the best way you can be an engaging social business while also putting numbers on the board. Now, there are a lot of "social media … [Read more...]

10 Indispensable Steps to Writing a Great Blog Post


Blogging for business is an integral part of your overall marketing strategy whether you're marketing your business or integrating Social Selling into your sales process. Blogging has been around since the late '90s but many businesses and salespeople are still very new to it. The steps to writing a great blog post aren't always easy to figure out and that can make you unsure of where to start or what to say. The benefits of blogging are … [Read more...]

How to Use Content Marketing in the 7 Touchpoints of Buyer Experience


One of the most powerful attributes of Social Media is that sellers can engage buyers during all phases of the purchase process. That may seem easier said than done...but it doesn't have to be. Great content is your path to victory. Expert content marketing "touches" the buyer no matter where they are in the buying cycle and turns fans into customers. Content marketing is getting the right message to the right customer at the right time. One … [Read more...]

3 Biggest Obstacles Keeping You From Success in Social Selling


Social Selling is the art of using technology to attract and engage prospects, grow referrals and retain customers. Success in Social Selling does not come easy. It's a process that not every business is ready for. Its processes need to come from the top through superior leadership and training. Only then can Social Selling become part of your business' daily operations. I just returned from the Digital Dealer conference where I spoke about … [Read more...]

Social Selling and Sales Leadership: 3 Traits of Great Salespeople


Ethics and selling go hand in hand. Trust is built when integrity leads the conversation. The pursuit of wealth can often trump the importance of ethics in the business world. We've seen it happen over and over in our culture. A true leader is one who's resisted the seductions and reached beyond financial success to create true wealth. I've just had the pleasure of attending a keynote from Jordan Belfort at the Digital Dealer conference in Las … [Read more...]

How to Develop Trust With Consumers in an Untrustworthy World


Would you like to sell more? Consumers are starving for relationships they can understand with entities they can trust. It's not easy to know how to develop trust with your customers and prospects, especially if you're new to online marketing and Social Media. It's hard to ignore the numbers when it comes to developing trust using quality content: 61% of consumers say they feel better about, and are more likely to buy from, a company that … [Read more...]

In Social Media Marketing, Do I Actually Need to Be Social?


Old habits die hard. We've all learned subconsciously how to respond to ads. That response guides our behavior and the decisions we make when advertising and marketing our business. When you introduce Social Media marketing into your strategy, there's a tendency to place that same template of those learned behaviors over the top of it. That's where people go awry - that's where failure stops them from moving forward. Advertising is part of the … [Read more...]

4 Trusty Facebook Ads Strategies to Grow Your Page and Your Sales


By now, you've probably heard about Facebook ads. What you may not have heard about is how valuable they've become. Facebook has continuously improved the ads platform since its launch in 2007 and if you don't already have some good Facebook Ads Strategies in your back pocket, then it's time to move, son! Like all social media, Facebook ads strategies require great content. It's not enough anymore to simply post great content on your page (and … [Read more...]

Facebook Likes Are Not Leads


If you walk into a networking event not knowing anyone, what's the first thing you do? Hopefully, you've come with an understanding that sales referrals and leads happen once you've developed some kind of connection. You work the room making your introductions and ask questions. You're savvy and deliberate about who you talk to and you take care to treat those connections with respect. I was recently at an Automotive Roundtable lunch meeting … [Read more...]