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Rylee Meek, Social Dynamic Selling, The Sales Evangelist

TSE 1201: What Is Social Dynamic Selling & Why Does This Work So Well?

Rylee Meek, Social Dynamic Selling, The Sales EvangelistMany sellers appreciate how social dynamic selling works well. It’s effective and has connected more than 2 million consumers to their clients. 

Rylee Meek grew up in a small town in South Dakota but is now residing in Minneapolis, Minnesota. He lived in a town with very few opportunities but at the age of 15, he already had that drive to start earning money. Rylee got a job at a pizza joint and made a minimum wage of $5.15 an hour. He dove into the entrepreneurial world at that young age. His family made a significant amount of money from network marketing and that impacted his path. He met many like-minded people who directed him to the right books to read. It was his initial step of taking that entrepreneurship role. 

He then started working with a network marketing company instead of proceeding to college. At 19 years of age, he was able to get his   BMW but then he realized that his income came solely from the effort and from working up to 17 hours a day. So he started to do things differently. He worked for Prudential but then he wanted to work and sell to more people and not just family members and friends. He proceeded to take another job selling home remodeling.

Rylee clearly remembered what the manager told him on that interview, that the job is 85% negative but he needs to focus on the 15% that’s positive to make it through. Until now, Rylee still believes in focusing on the 15% because that’s what matters. Getting 85 Nos to get 15 Yeses was all it took. 

Network marketing journey 

Rylee invested in several network marketing ventures and met many challenges along the way. At one time he became homeless after putting much of his money into a business in Mexico. The government shut down their company and he needed to come back to the states. He spent some time thinking of the things he could do next. He was invited to a pitch presentation and that helped his wheels spinning. His first presentation was done a few months after and he made $2.1 million in sales. They then started recruiting, hiring, and training. When everything worked out well, Rylee stepped back from presenting and started doing coaching, training, and teaching their sales reps. 

Reaching the masses

Rylee was earning well and could take his products to the masses but he didn’t have any passion for his products. While there are many businesses who have so much passion for their products but do not have the vehicle to take their products to the masses. 

He thought hard and brainstormed on all of the things that they’ve been doing right with their company from the coaching to selling their products and services. Rylee wrote everything down and that gave birth to what is now the social dynamic selling system.

Social dynamic selling works well

The core of social dynamic selling is dinner seminars. Invite people and give them a nice steak dinner. You then establish the presenter as the authoritative figure in that industry to gain the trust of the guests. After giving the pitch, you can ask them for an appointment and meet with them the following day to close the deal. 

Creating a message is important. It is an atmosphere where you’re sending an invitation directly to your potential clients to come over to listen to your presentation and craft that into multiple different verticals. 

It takes a little bit of money to make this happen and your product has to have a decent enough margin for this to work. 

Rylee’s team uses direct mail. Many may say that this method is archaic but they had a higher return on investment using direct mail. It beat all the other kinds of marketing including Facebook, Google, and SEO. The response they get from direct mail is crucial in any campaign. Regardless of the method that you’re using, you need to know and track your numbers to be able to see if you’re allocating your funds properly. 

Direct mails

The competition of using direct mail has dwindled today because of the massive amount of junk mail that people get. Companies tend to forget that they are many ways for you to not make your mails appear like junk such as addressing people by their first and last name. 

Social dynamic selling works well if sales reps learn their numbers and not just the art of selling. As a salesperson, you need to know how effective you are and you will see this with your appointment rate, closing rate, and stick rate. 

There are so many components involved in any successful campaign and the first step is knowing your ideal clients. Use the tools available today to figure out your true customers. After that, you can demographically and geographically identify the best area to target those people. Choose the venue according to the result of that targeting. The next step is to craft the message and to create an invitation that’s compelling enough for the potential clients to take action. Everything must be consistent from the crafting of the message down to the day of the event and the actual sale. 

The whole process has a flow and you can’t rush it. 

Always think of your target audience and create the event with their convenience in mind. Do an early dinner for potential clients aging 50 years old. For retirees, you can do breakfast. The rule of thumb is to offer something up the moment they come to the venue because that’s when the law of reciprocity kicks in. 

The goal in every event is not just to sell but to get to know the potential clients and earn their trust. You can do that by creating a fun and laid back environment. People want to buy but you need to create that environment that allows them to make the buying decisions instead of pressuring them just to make a sale. 

Social dynamic selling works well, there is no question about that but you need to follow the process. 

Remember, the first step is knowing who your clients are and it all goes from there. 

“What Is Social Dynamic Selling & Why Does This Work So Well?” episode resources

Reach out to Rylee by visiting his website, socialdynamicselling.com. You can also visit his other site, workwithrylee.com. You can schedule a strategy call with him or with one of his team members. 

If you any sales concerns, you can also shoot Donald a message on his LinkedIn, Instagram, Twitter, and Facebook

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Cold Calling, Social Selling, Aaron Abodeely

TSE 1134: From The Street: “Why, Even With Social Selling, Cold Calling is NOT Dead”

Cold Calling, Social Selling, Aaron AbodeelyTime often brings a great deal of change, and some ideas don’t survive the passage of time; though there are people who don’t believe it’s true, even with social selling, cold calling is not dead.  

Aaron Abodeely has a passion for helping sales reps and small business owners distribute their messages, and he noticed along the way that the industry was lagging behind in digital trends like social selling. Evolution is hard because we get into a bubble and a routine of doing things a certain way. We build processes around certain tasks but unless we’re out in the space learning from other people, we can’t learn how to evolve. 

Cold calling

Typically, cold calling involves calling, emailing, or nurturing leads that are cold outreach, meaning that these contacts haven’t had much, if any, contact with our business or our value proposition. You’re going in cold. We often have sales development reps in enterprise IT designated to contact these leads. 

Email came on the scene in the early 1990s, and it joined the landscape of cold calling and door-to-door selling and networking events. 

When social selling came on the scene, we learned that we needed to connect with specific contacts within specific organizations. We needed to find those people on social media and engage with them. Some of those connections would be senior connections while others would be peer-to-peer.

Social selling is the back end of social engagement, which is simply making friends and introducing ourselves to people in the space. It’s exhibiting genuine curiosity. The selling comes much later, which is why companies often struggle with this concept. 

Relevant and tailored

I reached out to Aaron on Instagram, but he noted that he isn’t particularly active there, as Linked In is his preferred method of contact. I sent him a message that I loved his content and loved what he was doing and I invited him to have a conversation with me. He explained that my invitation caught him off guard because I used specific details to affirm his work and explain the relevance of our messages. 

I sent him an audio message that was tailored to him, but it didn’t seek to sell him anything. We can’t pitch people right out of the gate because they don’t even know us yet. 

Although it makes sense that you meet someone, pitch to them, and then they buy, the truth is that if everyone in sales uses this same technique, no one will stand out. 

Social media

Many people believe that because we’re in the age of social selling, it’s foolish to invest in cold calling, but Aaron is on a mission to revive the concept. When he was an inside sales manager at his last company, he wasn’t doing much cold calling, but now, in his role as a consultant for clients, he’s effectively using email and cold calling to connect with an audience. 

He was trying to drive attendance to an event earlier this year, and many of those who took part said they discovered the information via email or LinkedIn or Twitter. Because he connected with them on social media, when he contacted them via email, they remembered him. 

The point is that we shouldn’t rely solely on any single method of outreach. It’s the mix of approaches that helps sellers get in front of the audience. 

Psychological wins

When we discover that a contact is excited to talk to us because we’ve made connections with him, that’s a psychological win. Instead of cold calling, it becomes warm calling because we’ve used advanced strategies to warm that conversation. 

By warming them up via social media and sharing relevant content, you’re engaging your audience. That way, when you do call, your name is familiar to them. 

There are automated ways to spam people on social media but consider the cost of a lead in your industry. The industry average for a trade show is $800 but for social media, it’s like $300. Do your own research, but considering that it takes only a few hours of your time to get in front of someone who might take an interest in your product, that’s big. 

Measure results

The challenge for executives and sales managers is that they don’t know how to measure these results. As a result, people spam on social media because they think they don’t have time to nurture this person. 

Many reps, in an attempt to save their jobs and meet their metrics, schedule a bunch of spam so they can reflect their efforts. 

Part of the argument for why cold calling and email aren’t dead is the reality that if we spend 80 percent of our time on cold calling and email and we hit our targets, we’re coming pretty close. 

Track how much time you’re spending on these ventures and then track your success rates from those efforts. As you begin to see success from these efforts, you can increase the amount of time you invest in them.

Making time

It can be difficult to make time for this kind of outreach, but consider investing an hour over breakfast or in the afternoon with a beer. Connect with 20 of your key buyers together and practice developing messaging that encourages relationships. Convey that your prospect is doing interesting stuff and you’d like to engage with him. 

A lot of companies are forward-leaning in this area because their buyers are people who are very active on social media. 

Driving engagement

Aaron recently had eight days to drive attendance to a technical workshop. He started by taking over the presenter’s LinkedIn profile and creating explainer videos of him sharing why folks might want to attend this event.

They deployed the video on LinkedIn and also one-on-one to specific people who might find the information relevant. They also employed cold calling as a follow up to LinkedIn and email messages. 

You can be aggressive with it but you must think long-term about the results.

Some type of two-way engagement is very good. For example, you’ve liked their post or left a comment and they responded. That’s a good sign and a healthy indicator. You can also send a thoughtful connection request. You simply have to adjust to who your buyer is. 

Make videos or launch a blog where you share thoughts about the industry.  

2-way dialogue

Begin by learning the language of the industry you’re pursuing. Go to technical meetups and learn to use the language your prospects use. 

Read magazines. Use meetups or YouTube. You may sound dumb trying to talk the way buyers talk, but it isn’t a sleazy thing. It’s your attempt at learning to communicate the way they do. Imagine going to a foreign country where people speak a different language. You may sound clumsy but you’re attempting to speak their language. 

It’s human nature to modulate how you speak to people. 

Some executives are scared to create content or speak broadly into the space, so start small.

Seek help

If you’re apprehensive about this, take screenshots and find time to sit with your sales leaders. Show this stuff to them in a one-on-one meeting. Demonstrate how you can get in front of C-level buyers. Make sure you’re hitting your baseline goals with calls and emails in order to get the leadership to adopt these concepts. 

“Cold Calling is NOT Dead” episode resources

Check out the Outcome Studio Podcast where Aaron interviews people who are sales and marketing experts or who just have cool stories to tell. Connect with him on LinkedIn or Instagram

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. 

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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Outreach.io, Mark Kosoglow, Donald Kelly, OniChannel

TSE 1119: Sales From The Street: “Omnichannel Outreach”

Outreach.io, Mark Kosoglow, Donald Kelly, OniChannel

We consume information from a variety of platforms, so we have to connect with prospects from different angles using omnichannel outreach. We have to find our audience where they happen to be listening.

Mark Kosoglow is the VP of Sales at Outreach, a sales engagement channel, and he’s explaining today how sales reps can include omnichannel outreach in their efforts. His passion is developing people and creating a winning, fun, positive atmosphere where people are inspired to do their best.

He said if you are going to have a hard worker, they have to enjoy work. That doesn’t mean you have to enjoy what you do. It means you enjoy working and you’re likely always tinkering around the house. His dad taught him that if you make people’s work easy, they’ll work hard for you. To that end, he tries to make people’s work easier so they’ll work harder.

What is omnichannel?

Consider the following questions as you’re considering what omnichannel is.

  • Do you answer the phone when someone calls?
  • Do you reply to every email you receive?
  • Will you sometimes engage with people who contact you on social media?
  • Will you sometimes talk with people who stop by your home or office to sell something?

That’s omnichannel. As humans, we engage with people in many different ways depending on our mood or their approach or the channel.

The point of omnichannel outreach is to meet people where they are. People have preferred methods of communication, and by limiting yourself to a single channel you’re excluding a large number of people. You’re missing out on a growing audience.

Overthinking omnichannel

Many people don’t understand how to use omnichannel. With social, for example, if I’m targeting you on social media, I’d begin by following you. Then I’d read your posts and engage in activity to let you know that I’m interested in you as a human and in the things you’re doing. After I’ve built an online social relationship, the person I’m targeting should understand a little bit of why I’m interacting with them.

At that point, you can reach out with a value pitch or something that helps people understand what you’re offering.

As humans and nonsellers, we do this kind of stuff all the time very naturally, but then when we bring it to our careers and the way we make money, we get weird about it. We do stupid stuff that we would never do as a normal human. But the truth is that if you engage professionally on social media the same way you engage on your personal pages, you’ll be a great social seller.

Beginning with omnichannel

Sales managers who hear this may wonder how to introduce these concepts without disrupting the success their team members are already having. Admittedly it’s difficult to introduce change while trying to avoid disrupting the status quo.

At Outreach, the teams begin with a hypothesis like, “I believe that by engaging with our top 10 accounts that we can create more meetings.” It’s specific and measurable. Then they create a plan to go do that.

Maybe set up a strike team of your best reps or a cross-section of different kinds of reps and have them run the same process. Then, using KPIs, measure their results against the control results. If there’s a lift, then people will be happy to move to the new techniques.

Realize that you cannot have people who conduct activities in different ways. There must be a workflow and process in place to ensure that you’re measuring the process rather than the ability of the individual. In the end, you must have the guts to make a decision.

The only sellers who should balk at this kind of change are those that live in the exact house that they want, who are driving the exact car that they want, and they are happy coming into work. If a seller fits that description, he’s likely already making $10 million a year or he is lying to himself.

Tracking results

Sometimes our tracking processes do a fantastic job of motivating our activities, but they produce such a heavy cognitive load that teams spend more time managing them than they do in their sales activities.

Mark equates sales to plate spinning, where you spin up a couple of people on Monday, and then spin a couple more on Tuesday and then again on Wednesday, but you have to return to the Monday people to keep them spinning. The problem is that you can only spin so many plates at a time.

Technology allows you to add a motor to the stick that will keep the plate spinning until the motor runs out of gas. Technology helps you administer and run the system, and Outreach does exactly the same thing.

Personalize

Even if you’re automating a system, you can build out processes that allow you to be personable. Include a first step that involves research to discover two or three specific things about your prospect. Then include those in your CRM and write an email based on those things you found. The first step should not be an automated email.

Even if you send an automated email to 10,000 people and get 100responses back, you will have burned out 9,900 people by sending a generic email. Take your time and send personalized messages to a select group of people.

Organization size

Outreach works with single seller startups and huge companies like Adobe, Microsoft, and Amazon. The tool is meant to be flexible. The sweet spot is probably from 100-500 users; a company that is seeking to really nail down their scaling strategy. It’s for those companies who can’t afford to rely on the top 20 percent to carry the load for the other 80 percent.

Your company must have a much more operational system driven way of selling.

One of its secret sauces is its integration with SalesForce and Dynamics so that every action is logged into the CRM automatically. The tool uses a feature called Amplify that involves complex, futuristic machine learning.

Machine learning

As an example, the average percentage for out-of-office replies is 17 percent. So 1 in 5 of those responses will likely include the date the person will return, and the name and phone number of someone else in the organization who may even be higher in the organization. And most reps probably delete those emails despite all the good information that’s in them.

You’re 46 percent less likely to book a meeting with someone if you contact them a second time when they’re out of the office. Pair that information with the fact that the majority of those emails will include the contact information for another person on the team. Outreach has created machine learning that can read out-of-office replies.

It reads the date of return in the email and offers an option to pause all communication until the recipient returns. It also notifies you of the other team member’s contact information. With one click, you can address these issues.

From the company’s origins, they scanned emails and discovered 73,000 phone numbers in the email signature blocks. Of those contacts, only 23 percent of those were added to CRM by the reps. Seventy-seven percent of those were never captured.

In 9 out of 10 deals, you end up talking with the person who was originally listed on that out-of-office email. And considering how much less likely you are to book a deal if you contact the person again while they are out of office, it’s damaging your efforts if you don’t read the out-of-office email.

This helps you be more personable because you’re not contacting the person continually while he’s on vacation.

Multiple channels

If you aren’t contacting people on multiple channels, you’re limiting your ability to succeed. But don’t go willy-nilly spending half your day on LinkedIn. It’s a waste of time. Create a defined experiment with a hypothesis to test against, measure it, and see if you can get better at what matters by doing something different.

If you can combine those two things, you can potentially improve your performance in two weeks.

“Omnichannel Outreach” episode resources

You can connect with Mark on LinkedIn, where he’s fairly active. He doesn’t do Twitter, Facebook, or other social media. You can also connect with him at outreach.io to book a demo and experience world-class inbound lead handling. Within two minutes you get a personalized email from a rep, and within 15 minutes, large companies get a phone call from a rep.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we’d love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

Take advantage of a 30-day free trial, including a free book of your choice, at audible.com/tse.

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Brynne Tillman, Donald Kelly, LinkedIn, Social Selling

TSE 1088: 4 Pillars to Leveraging LinkedIn for Business Development

Brynne Tillman, Donald Kelly, LinkedIn, Social Selling, 4 Pillars to Leveraging LinkedIn for Business Development

You may believe that social selling won’t work for your company or industry, but if you take advantage of the 4 pillars to leveraging LinkedIn for business development, you’ll be surprised at how it can help you expand your reach.

Brynne Tillman is the CEO and “LinkedIn Whisperer” of Social Sales Link and the author of The LinkedInSales Playbook and she has spent more than a decade coaching people to unlock the power of the platform.

LinkedIn profile

LinkedIn has its own social selling index so if you visit getmyssiscore.com you get your personal score, out of 100, that will rate your social selling acumen. Your LinkedIn profile is where that lies.

Sellers make the mistake of using their LinkedIn profile as a resume when, in fact, it should be a resource.

Corporate Visions reports that 74 percent of buyers choose the sales rep that provided value and insight early in the buyer journey.

Your profile is their first impression of us, so do it right.

Value

Prospects don’t care about your mission, your passion, or your years in business when they first visit your profile. That may matter down the road, but initially, they care about value. They care about how relevant you are.

Write your summary almost like a blog post. What kind of value can you bring from the first time they read about you?

Identify the challenges that your buyers are facing. Provide three to five insights that will make an immediate impact. Strive to make a “vendor agnostic” impact, meaning that you share insights they can use even if they never buy from you.

Sellers often create this as a pitch and we tell them how to buy from us. What we should do instead is attract them to us. We want them to ask themselves how they can work with us.

This level of value will increase your credibility and move you much more quickly through the sales cycle.

Challenges

If you sell office furniture, determine who your buyer is and what her biggest challenge is right now. Maybe many companies are expanding and the big challenge is the inability to trade in old furniture to get new stuff.

Determine what helps you stand out and then educate your buyer.

Teach your customer how to buy office furniture in a way that leans toward you as the solution, but provide insights that can help them make better decisions for the company as a whole.

Take advantage of the 4 pillars to leveraging LinkedIn for business development in order to move your prospects toward doing business with you.

Pillar 1: Establish your professional brand

Your professional brand is your profile.

By positioning your profile to provide insight and value to your buyers, you are gaining credibility and creating curiosity.

You’re getting them excited to take your phone call. If they can learn something just by visiting your profile, they imagine that a conversation with you will be even more valuable.

Position yourself as the subject matter expert and thought leader.

Pillar 2: Find the right people

How are you leveraging LinkedIn to find your buyers and your influencers? If it’s true that there are 6.8 people who are involved in every large buying decision, how are we identifying all the right people within an organization?

Instead of limiting our efforts to just the champion, who else do we want to touch? How are we finding these people and engaging them?

The prospecting piece and the relationship building piece are the same. It’s a combination of providing great value and leveraging our network to get introductions to our targeted prospects and buyers.

Develop search strings which are literally the title of your buyers in whatever geographic location or industry you choose.

Pillar 3: Engage with insights

How are we sharing content, commenting, and engaging with content? How are we using hashtags to find the right content? Are we feeding our network with really valuable information that moves them closer to our solution?

It’s more than just liking or sharing. LinkedIn wants to see you engaging and sharing and commenting.

Avoid “random acts of social.” Anything we do without intention or purpose is rarely going to see success. Certainly, it won’t succeed on a consistent basis.

Pillar 4: Build relationships

Connecting and forgetting is the equivalent of collecting business cards in a stack on the corner of your desk. How valuable is it? That’s not a network.

There’s more value in truly connecting with a few people at a networking event and having meaningful conversations than there is in collecting a business card from everyone present. Bring that same thoughtfulness online.

Start a conversation. Learn about people. Ask questions. Get to know people a little bit. When you do, LinkedIn will be your most valuable networking tool.

Strategy

Establish what your goals are for social selling. How will you measure success?

If your goal is to have one new client a month, you need four proposals a month. In order to have four proposals, you need to have eight conversations. In order to have eight conversations, you need to have 16 introductions to your targeted buyers.

That means I need four introductions to targeted buyers each week. I must look at my KPIs to see if my 16 is converging to become 8, and then whether my eight is becoming four.

If I need four introductions per week, I probably need to ask for 20. That probably means I need five a day, which could mean five from one person or one from five people.

I need a good network of referral sources and great relationships with my existing clients.

Reaching out

Once you’ve identified those clients who can connect you to other people, you can start this way:

Mr. Client,

It has been a couple of years since we worked together. I hope you’re still loving your furniture. 

I noticed that you’re connected to a few people on LinkedIn that I’m trying to get in front of. Would you mind setting up a 15-minute call where I can read names with you and get your thoughts on whether they might be a good fit?

Two things happen here. If your customer needs more furniture, this is a great way to re-engage without being salesy. You’ll also talk through the list of connections to figure out a way forward.

You can either ask for an introduction or ask for permission to name-drop.

Building engagement

You must continually build engagement with your customers so that you maintain those connections even after the sale.

If you’re looking for new contacts, start with your second-degree connections because at least you have some people in common.

It doesn’t feel quite as cold that way and there are things you can do to warm them up before you actually reach out. Look at the profile. Click the “more” button on the profile and click the “follow” button. The person will get the notification that you followed him.

Look at his recent activity. Read it. Engage with it. If there is something there, begin a conversation by engaging with the information he shared.

Now you’ve engaged, followed, and the person keeps getting notifications about you. He’ll likely be curious because your name keeps appearing.

It’s a little bit like flirting.

Provide value

Don’t jump in and pitch immediately. Provide value.

Build relationships. Get a consistent stream of great content that helps your prospect understand the importance of choosing the right office furniture.

Once you’ve developed a conversation, you can offer a pitch when appropriate.

Don’t just build a network that doesn’t know you. Create content, but realize that it doesn’t have to be a blog post. Consider native video, podcasting, and interviews.

Don’t just generate noise, though. Use the 4 pillars to leveraging LinkedIn for business development to make sure it’s worth their click.

“4 Pillars to Leveraging LinkedIn for Business Development” episode resources

The best way to connect with Brynne is on LinkedIn. Let her know that you found her on The Sales Evangelist podcast and she’ll send additional resources. You can also grab a copy of The LinkedInSales Playbook.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Social Selling, Donald Kelly, The Sales Evangelist, LinkedIn

TSE 1087: Social Selling Your Customers Want!

Social Selling, Donald Kelly, The Sales Evangelist, LinkedIn

Sellers who interact with and provide value to prospects using social media must understand the characteristics that turn this into the kind of social selling your customers want.

We’re tackling this topic all month, and even if you aren’t a big social media person, we’re providing an actionable plan to help you get in front of your prospects.

It isn’t enough to “set it and forget it” or generate large amounts of content in hopes that people will click through to find you. It’s thoughtful preparation that gives buyers what they want and need right now.

Trying to close

I discovered the idea of using social media to sell when I was in college. I was seeking an internship with people who were in Chicago and our college professor told us that we needed a LinkedIn profile. He told us that we had to maintain that profile because that’s where business professionals interacted.

I thought it was a great idea because I was suddenly connected to millions of other professionals. I also thought it was great that I could pitch to all of those people.

My professor knew a woman in Chicago so he introduced us with the intention that I would seek insights from her. In my mind, though, she was going to provide me with an internship or connect me with someone who had one.

Instead of approaching it as an information-gathering phase, I was trying to close the deal. I think many of us make that mistake with social media.

Instant access

Sellers are often like kids in a candy store because social media gives them instant access to millions of potential customers. Why in the heck wouldn’t we go ahead and pitch them all? Let’s tell every single person what we’re doing.

And then social media turns into a pitch-fest.

Because we can copy and share messages with groups of people quickly, we have access to millions of new prospects at our fingertips. Very quickly, though, prospects recognize that every seller is engaging in the same kind of social selling.

Prospects are overwhelmed with the same messages from multiple sellers, so we have quickly realized that we can’t continue using the same methods.

Liking content

In response, we settled on thoughtful interactions with people. We settled on the idea of liking everything they posted on social media and commenting on their content, sometimes arbitrarily.

We didn’t necessarily have a growth plan or a strategy. We just assumed that if we liked a bunch of their stuff now, when we eventually sent them a message, they would instantly want to work with us.

The idea might have worked well initially, but again, sellers adopted the same strategy across the board and failed to stand out from one another.

Curating content

Next, we moved to curating content. That meant sharing content that others were sharing, so if I found a good blog post about technology, I would share it with my prospects who were interested in that industry.

Our strategy was to be top-of-mind because of our content. We engaged with different platforms and pumped content everywhere, which ultimately became a bunch of junk floating around on the Internet. Again, every competitor was doing the same.

The platforms realized that the content was taking their users away to other sites and they took steps to prevent people from being diverted away.

Algorithms

Social media platforms don’t want you to send their users to other sites. As a result, you must adjust your social selling efforts so that you’re linking to content on that same platform.

LinkedIn wants its users to see the ads that its customers are paying to promote. If its users leave LinkedIn, they won’t see the ads. The algorithm will penalize you for sharing content outside of LinkedIn.

Sellers responded with LinkedIn articles, long-form posts, and videos. We moved to original content in our next iteration of social selling, and within the next year, we’ll likely move to something different.

Human interaction

Despite all this change, there is one takeaway. Be a person. Be human and care about other people.

The definition we shared from Hubspot is this: Social selling is when salespeople use social media to interact directly with their prospects. Salespeople will provide value by answering the prospect’s questions and offering thoughtful content until the prospect is ready to buy.

Do things in moderation. Use direct messages. Set a goal to connect with five new prospects each day on LinkedIn. Try something like this:

Donald, 

It’s always great to learn from sales leaders in the industry. Permission to connect?

Once we’re connected, they’ll see the content I’ve curated over time.

Aligned content

An article on PostFunnel reported that marketers who align their content with specific points in the buyer’s journey yielded 73 percent higher conversion rates. Think about that. If you’re able to produce content based on where your buyers are in that particular phase, it will be relevant to them.

Your buyers want posts that showcase your new products or services and they want to learn something along the way. Use social selling your customers want in order to help them throughout their journey.

Speak to the three stages of the buyer’s journey:

  1. Awareness: when buyers don’t know about you and you want to raise their awareness.
  2. Consideration: when buyers are evaluating and going deeper in their research.
  3. Conversion: when buyers finalize decisions and make a purchase.

Sprout Social suggests weaving awareness- and consideration-stage content together. Those two stages are usually where people rely on social media.

Multiple approaches

This is one of the most effective ways to prospect. When you combine this with your other techniques like cold calling or emails or regular mail, you’ll see great success.

Apply this today. Identify five people to connect with in your industry. If you do that every day for a week, you’ll have 25 new connections by the end of the week.

Strive to create the social selling your customers want to increase your effectiveness and improve your outcomes.

“Social Selling Your Customers Want” episode resources

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Social Selling, LinkedIn, Microsoft, Carson Heady

TSE 1086: Why Social Selling is the New Sales

Social Selling, LinkedIn, Microsoft, Carson Heady

Social selling is the new sales because it utilizes all the techniques and tools that we’ve always enjoyed as sellers in order to help us build better relationships.

Although nothing will ever replace the face-to-face relationships that sellers have with their clients, social selling is a valuable tool. Today Carson Heady shares what he has learned over a 17-year sales career about prospecting and relationship building and how social selling helps with it.

Social selling

Social media can help you find the right person to talk to that can help you connect with the right people, get a meeting, and stay top of mind. It’s a great compliment to the business relationships we should already be forming.

Social selling isn’t a replacement for the things we’re already doing. It’s the application of the tools that enable us to get insights or see what customers and their organizations are thinking, doing, and talking about.

When I first started using social selling, I was guilty of blasting a bunch of messages on LinkedIn and pitching people there. I quickly realized that wasn’t social selling.

Social selling equates to brokering relationships but you’re doing it online. It isn’t sending mass emails to people sharing everything that you have to offer.

Results

Salespeople are interested in results, and Carson said that after studying reports about social selling, he has determined that it amounts to standing apart, being unique, and finding a way to differentiate.

Social selling is a very targeted and specific effort to cast a wide wide net to reach maybe 30 people in a single organization in hopes that you’ll land a single meeting. That effort resulted in one of the larger deals in Microsoft.

Relationships

Carson suggests following business journals and using Sales Navigator to help in your efforts. Following the trades to stay aware of new C-levels that join the organization.

Last year, Carson was the first to the table when a new C-level joined a company he was connected to and now Microsoft is helping to drive change within that organization because of the relationship.

The relationships drive the deals forward, and those relationships wouldn’t exist without the strategic utilization of social selling.

Innovate

We’re all just trying to do something different. We’re trying to get a response or a meeting by setting ourselves apart from the others who came before us and failed. We aren’t just sitting on the phone reaching out to people.

We have so much technology at our disposal that we have to be careful to be focused and tailor our efforts. If we don’t, we’ll likely suffer from diminishing returns.

Our past approach of “spray and pray” doesn’t work anymore.

You have to embrace the probability of success. In the past, people were willing to send out hundreds of notes with the understanding that they wouldn’t get a whole lot of reception.

Consistent

If you want to connect with a C-level at an organization, you don’t just go after them. You’ve got to start a few levels below where you’d like to end up. Once you’re able to talk to someone who is receptive, you can use that momentum internally to get in front of the right audience.

But you must be consistent in your approach. Prospecting never ends. You must revisit those prospects.

Not surprisingly, many clients don’t reply immediately like you’d like them to. Be persistent and reach out to the same folks, but change your messaging.

Offer a compelling reason for your prospects to respond.

Be aware, too, that you may catch someone on an off day. The prospect may be sick or he may have missed the email. He may be busy.

Be adaptable with your process. There are a lot of things that we believe are good philosophies as sellers, but when we try them for a bit they don’t work the way they want to. So we discard them. We tweak things a bit and we adapt.

Concise

Sometimes we send long elaborate emails in hopes that we’ll get a reply. Truthfully, sometimes we get the best responses from emails with only one sentence. People are busy and they don’t have time to read a 3-paragraph message. If you’re specific and you offer a single task, they can more likely respond.

Emails are not intended to close the sale. It helps you grab attention. Don’t try to sell an enterprise solution within a few sentences of an email.

Trying to sell in an email amounts to skipping steps in the sales process. You’re jumping straight into the second or third date without wining and dining the prospect.

Connection

When you’re seeking to connect with multiple people in an organization, your approach will depend on what you’re looking to accomplish. It will also depend on your unique connection to that person.

If you’re searching for a job, don’t reach out with questions about a job or an opportunity within the organization. Instead, try this: “I saw that we have mutual synergies and I’m looking to parlay my experience into your industry. I’d love to sit down for 10 minutes to pick your brain and get some advice.”

Determine your unique connection to that client and then approach using that angle.

When Carson reached out to 30 people in a single organization, he got replies from about 11 of them. Of those responses, he got one response that pointed him to a certain person in the company. He pursued it and landed one of Microsoft’s larger deals.

Your chances of getting a reply are small to begin with. Make sure you put your best foot forward. Reach out to all of the people who have a vested interest in what you’re doing.

Needs analysis

Our process exists for a reason. When it goes awry, and when we get overzealous, we skip steps and we put too much information out there initially.

Sometimes your connection can just be to share an article and engage in a real conversation rather than always sending a message about “following up.” You can also share or retweet the other person’s content as a way to engage.

There is no single bullet that fixes all. Be cognizant that there are a lot of tools that exist that will help you succeed.

The sales process is vital, just like it’s vital that we only use social selling to get a meeting.

Stay top of mind so your connections continue to see you. If the prospect knows that he owes you some information, it may stimulate the conversation to continue. It’s a non-threatening way to follow up.

Relationships are everything. If you lead with the goal of adding value you never have to worry about your sales numbers.

“Social Selling Is the New Selling” episode resources

You can connect with Carson on LinkedIn or Twitter, and you can grab a copy of his book, The Birth of a Salesman: The Transformation of Selling in America. You can also check out his blog, The Life and Times of Carson V. Heady.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

LinkedIn, Sales Rep, Sales Training, Social Selling

TSE 1085: TSE Certified Sales Training Program – “LinkedIn Gold Rush”

LinkedIn, Sales Rep, Sales Training, Social Selling

There’s a huge prospecting opportunity right under your nose, and it’s a LinkedIn gold rush that can help you generate more leads and connect with more people.

Even if you have been on LinkedIn since 2016 like I have, it’s possible that you aren’t even scratching the surface of what it’s capable of doing. LinkedIn isn’t paying me to say any of this. I’m telling you because I know how much you can do with LinkedIn and I want you to do big things.

Statistics

My friend Stephen Hart, host of the Trailblazers.FM podcast, shared some statistics with me that made my eyeballs pop. When he appeared on The Sales Evangelist, he shared with us the importance of creating content that connects with your audience. He also emphasized the need to incorporate social selling into your existing efforts.

LinkedIn is designed to be more than a host for your resume. It’s created to be a community where people interact.

Content

The article 48 Eye-Opening LinkedIn Statistics for B2B Marketers in 2019 reports that there are 9 billion content impressions in the LinkedIn feed every week. Every single week, the content on LinkedIn is seen 9 billion times, which leads to about 36 billion impressions per month and 468 billion per year.

If you consistently take advantage of LinkedIn by producing content, you can take advantage of these statistics. You can even repurpose things you’ve previously created into LinkedIn content.

The article also reports that only 3 million people share content weekly. There are 500 million total LinkedIn users, and maybe half of those are active. Only 3 million of them share content weekly. That’s about 1 percent of the monthly users sharing content.

Three million users are getting 9 billion impressions per week on LinkedIn.

Try finding that kind of ratio on Instagram or Facebook.

Publishing

As you contemplate what to create, think about this. LinkedIn doesn’t want you to publish an article that has a link going back to your website. Like any social platform, LinkedIn wants your eyeballs to stay on the platform so you’ll see more ads and they’ll get more money from advertisers.

Post your stuff natively on LinkedIn. Publish a LinkedIn article, and make sure to include a picture. Then share it.

Long-form content gets more shares on LinkedIn. Dennis Brown mentioned this when he was on the podcast based upon research that showed that 1,900-word articles get the most shares. Aim to publish between 1,900 and 2,100 words in order to get more traction.

Consistency

If you’re thinking that you can’t write 1,900 words, I understand. Neither can I.

Instead, dictate your thoughts and hire a virtual assistant or someone from Fiverr to do the work for you. Or, use Temi to transcribe your audio into a written transcript that you can tweak and publish.

Don’t include links away from LinkedIn. Instead, trust that your website appears on your profile and as you appear in their feed, you’ll become the subject-matter expert.

Video

LinkedIn also has video capability now and I did my first LinkedIn Live last week with my friend Kyle who is involved in the Beta testing. Because it’s new, the engagement was amazing.

Many people will talk themselves out of using this tool because they don’t like the way they look on camera or they believe they won’t know what to say. But someone else in that 3 million will take advantage of it and they’ll see results.

Start. Right. Now.

You can record video directly to LinkedIn using the camera in the app. Our friend Tiffany Southerland who recently appeared on the podcast shared that she creates video content every week without doing any fancy editing using LinkedIn.

Nine billion impressions and 3 million people. It’s a gold rush.

“LinkedIn Gold Rush” episode resources

Check out the article 48 Eye-Opening LinkedIn Statistics for B2B Marketers in 2019.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Ryan O'Hara, LeadIQ, Sales Prospecting, Outbound

TSE 928: The New Era of Effective Prospecting

The process of prospecting constantly changes. It has evolved over the last 5, 10, 15 years, and it continues to evolve today. Buyers are more educated than they used to be, so we’re entering a new era of effective prospecting.

On today’s episode of The Sales Evangelist, we talk to Ryan O’Hara, VP of marketing and growth at Lead IQ, about the new era of effective prospecting.

Are you practicing the old methods of prospecting? Are you willing to try new ones?

Prospecting changes

When Ryan first started prospecting in 2008, he recalled starting with a person’s first name, last name, title, company, email, and phone number. LinkedIn was new but not many people were using it.

Now, more people have online presences, which literally gives you an open book on how to win their hearts. It’s so easy now to figure out what the prospect is interested in.

The problem is that, since more and more people are doing it, it’s becoming less effective. For the last 10 years, these prospects have been hammered with the same cold emails and cold calls.

You have to do way more today to win your prospects over.

New movement

A lot of salespeople are working to be more human in their selling and their prospecting.

We have a chance right now to refresh and do everything right. Part of that includes learning how to be more human at scale.

The struggle is figuring out how to hit your quotas and be human at the same time.

If you’re a new company, the best approach is to do a lot of activity to figure out the best way to up your product. When you’re learning to sell a product, it’s not a bad idea to do quantity so you learn to beat objections.

Personalization

If you’re working at a bigger company, the more customization and personalization you have to do. Most people think it’s the opposite.

It’s really true now that you aren’t calling or emailing or doing social to convince someone to look at your product because it’s awesome. You’re hand-picking prospects and inviting them to engage with you because you specifically picked them.

When Lead IQ reaches out to someone, they use social every week. They use video on LinkedIn, and they reach out to anyone who engages with it, even if that person is already a customer.

We might ask them to introduce us to another person. They think it’s cool because we’re engaging with them.

It’s also important to be entertaining and appeal to the person rather than the company since people are less loyal to their companies now.

  • Have interesting stats.
  • Share interesting commentary.
  • Start a discussion about an article they shared.
  • Stay away from religion and politics.

Lead cycle

If you reach out to a prospect who isn’t in the market for your goods and services right now, engage them to create some sort of content for you.

They could write a blog post or do an interview with you, and you can help them get their name out there. At the same time, some of their customers are likely people who would want to see your products.

You’ll establish a lasting rapport that might benefit you someday.

Also if you engage with someone who isn’t a good customer, you can ask them to make a referral for you. You’ll be creating a cycle that will constantly generate warm leads for you.

Lead IQ

Ryan’s team likes to do the tedious work required before you reach out to a prospect.

  • If you’re trying to determine whether anyone from your team is already working on this account
  • If you hate creating leads or contacts in Salesforce
  • If you want to be able to find your prospects on the web, research them, and get all of their contact info

They’re trying to mash all the steps together so that when you have to reach out to a customer, you can hit one button and get all the different sales tools.

Sales reps spend 6.8 hours a week doing data entry, but people that use Lead IQ spend less than an hour. It can save your sales reps a lot of time which will allow them to get more deals.

Consider the industry. Be thoughtful with everything you do.  All it takes is one bad rep to make people decide to stop taking sales calls.

Make your prospects feel good. Make them feel like they are being scouted.

“Effective Prospecting” episode resources

You can connect with Ryan on LinkedIn by sending him a personalized message. He gets about 50 messages a day, so he only responds to the personalized messages.

You can also find him at LeadIQ, along with information about prospecting and some of the experiments they’ve done.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

John Ferrara, Nimble, Social CRM, Donald Kelly,

TSE 923: How To Grow Your Sales Without Spending A Dime On Marketing

Imagine a world where you don’t have to spend any money on marketing. You have leads pouring in, deals close, and referrals pour in. Imagine being able to grow your sales without spending a dime on marketing.

On today’s episode of The Sales Evangelist, Jon Ferrara shares the method he recommends to grow your sales without spending a dime on marketing.

Jon founded GoldMine CRM in 1989 and then sold it in 1999, and he has devoted his time since then to help other people improve their relationships. He also created a social CRM called Nimble.

No matter what industry you’re in, you have to find a way to get new leads into your funnel without spending so much money.

Great stories

Jon was looking for a way to automate the process of building relationships because he struggled with it as a salesperson and as a businessperson. He wanted to be able to connect more effectively with the humans around him.

The result was GoldMine, and it became exactly that for everyone it touched.

As an example, consider Jesus. Do you think Jesus spent any money on marketing?

He didn’t spend money. He shared words that empowered people and then those people became his teachers and preachers. Jesus created a movement.

If you’ll focus on helping other people grow and set yourself up as a trusted advisor, you’ll stay top of mind with your prospect. You’ll grow your sales without spending a dime on marketing.

Be an advisor

Advertising doesn’t work.

You won’t stay top-of-mind with your prospects by telling them how great you or your products are. Nobody cares about that.

Instead, teach others how to become better, smarter, faster, and set yourself up as that trusted advisor. Give knowledge away.

If you teach people to fish, they’ll figure out you sell fishing poles.

 

5 e’s

Your goal should be to:

  • educate
  • enchant
  • engage
  • embrace
  • empower

If you do that for your customers and your prospects, and for their influencers as well on a daily basis, you’ll establish your brand, grow your network and create a sustainable garden around your business that will help it grow.

That’s what Jon did with GoldMine. He figured out how to reach his prospects’ trusted advisor, in this case, Novell. Jon convinced Novell to use GoldMine, and then they started recommending it.

He started GoldMine with $5,000, without ever taking a dime of venture capital.

And that was only the first time he grew sales without spending money on marketing.

Jon used the one-to-many approach to reach his prospects.

Reach the influencers

If you could find a way to tell your great stories and get other people to tell your great stories around the clock globally, you could build a gold mine.

Most people focus solely on their customers and their prospects and they forget about the influencers who interact with those customers and prospects.

The secret to success is identifying the influencers of your core constituency.

If I was a business technology reseller, I could try to call businesses but they’d probably hang up on me.

Imagine, instead, if I built relationships with the trusted advisors of that small business person: maybe their accountant, their marketing consultant, or any one of their advisors.

If you can build those relationships, those trusted advisors will help you reach all those people on a daily basis.

We built a tool that helped the influencer grow, and they sold it as a solution and not only helped their customer grow but also grew themselves. It became a recursive cycle.

 

Amplify the message

Once you’ve built an army of evangelists, you have to amplify that message.

What does that mean?

Once you convince those influencers to sell to that base of trusted customers, they’ll likely ask you for leads.

If you don’t have money to advertise, how will you give people leads?

Jon went after the places where his prospects would be consuming information about how to be better and smarter and faster. He went after the business and technology publications and asked the editors and the writers how he could help them write more stories.

They needed stories about how businesses were using technology to grow, so he shared those stories. The term CRM didn’t exist then, but he helped define it.

He credits a combination of influencer marketing and guerilla PR that put GoldMine on the map.

Individual sellers

Your network is your net worth: your personal brand plus your professional network will help you achieve your dreams in life.

The more people you help grow, the more you will grow. To do that, you must set yourself up as a trusted advisor to your prospects, customers, and their influencers.

The simplest way to do that is to establish identity across all the brands where these people have conversations: Twitter, Facebook, LinkedIn, Pinterest, Instagram, Foursquare, Google Plus, Crunchbase, and Snapchat.

Share content on a daily basis that inspires and educates others about your areas of products and services. No more than 25 percent of what you share should be about you or your product. It should mostly be inspirational and educational.

You’ve likely forgotten more about your products and services than your customers will ever know in their lifetime. Since you’re likely consuming content every day about your area, just share it with the prospects around you.

Identify the influencers, share content, and hashtag it appropriately, (#sales, #marketing, #social) and then @name. It’s like dropping lures outside your boat into the digital social river surrounding your business.

People bite on that.

Listen and engage

Then you listen and engage. You educate with enchanting content with the intent to engage, embrace, and empower the people that you connect to.

When you connect with someone, you don’t start selling. You listen and learn. Prepare them before the engagement ideally by Nimbling them.

You ask questions and then listen and learn to find ways to add value. And if you do that for another person, they’ll naturally ask how they can return the favor. And you repeat that process at scale for the rest of your life.

You’ll build a sustainable garden of prospects, customers, and influencers that will help you achieve what you want to in life.

Islands of information

The biggest problem with this whole cycle is if you do what I tell you to do, you’re going to get so overconnected and overcommunicated wit this audience that you’ll need a platform to manage it.

We’ve got all these tools in all these places like Facebook, Gmail, MailChimp, and dozens of other places, and contact management is broken.

You can only manage about 200 people in your head at a given time, and most people have 1,000 or 10,000 contacts. They need a golden Rolodex, a personal CRM.

Instead of Googling people, you Nimble them. and automatically sync every interaction you have so that you have a history of every contact and every followup.

If you’re listening to this today and you don’t have a personal golden Rolodex, go find one. If you try Nimble and you like it, I’m going to give you three months at 40 percent off if you use the code Jon40.

Salespeople aren’t detail people

Most people who are in sales are people people; they are relationship people, not detail people.

If you’re in sales, you need a tool to organize yourself. You might want to find another human being who is detail-oriented and become a team.

Jon believes that if you do what you’re good at in life and then surround yourself with people that are good at the things you aren’t good at, you can be much more successful.

Establish a brand across all the places that are straightforward. People buy from people they like, know, and trust. Going to my LinkedIn profile is like going to my business lobby; you won’t find out much about me personally.

Instagram is where you’ll find out more about me personally, and you can connect based on that. People don’t connect because they both love sales. They connect because they value the same things.

Don’t just share business stuff. Open yourself up on your social media.

“Grow Your Sales” episode resources

You can connect with Jon via email or Google his name to find him on a variety of platforms. Connect with him on the ones that feel most comfortable.

Find Vala Afshar on Twitter to see an example of sharing content that educates and inspires at scale.

Listen to episode 005 of The Sales Evangelist to hear Judy Garmaise talk about the importance of followup for salespeople.

When it’s time to follow up with your leads, Prospect.io can make your followup that much better. It has literally changed the way I prospect, and I love it.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. Your prospecting will never ever be the same.

If you aren’t sure you have the right CRM, Maximizer CRMis a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

LeadSift, Tukan, Donald Kelly

TSE 856: How To Use Intent-Based Marketing & LeadSift To Eliminate “Cold Outreach”

LeadSift, Tukan, Donald Kelly

Outbound prospecting is a vital part of every sales process, but when it’s based on static data, it’s bound to fail. Static data might help you find the right person, but they might not be a valid prospect. Intent-based marketing can help you eliminate cold outreach and improve your outbound process.

Today on The Sales Evangelist, Tukan Das explains why trigger events are important to your outbound process, and why static data isn’t sufficient for outbound prospecting.

Tukan is the CEO of LeadSift, a sales intelligence platform that generates qualified leads from public web.

Use signals to predict buying probability.

Before LeadSift pivoted to the B2B realm, the company was targeting large brands and agencies, going after the CEOs. LeadSift began the process by building lists of target accounts based upon static data. They chose accounts that matched their typical buyer and initiated an email nurture sequence.

They discovered that the process was labor intensive, and that it didn’t necessarily produce prospects that were ready to buy.

The key, they determined, was finding prospects when the need to buy a product or service was top-of-mind. Trigger points were the answer.

LeadSift monitors how prospects engage with content across the web. Using information about how they talk to competitors, how they discuss industry events, news articles they read, and positions they hire for, the platform interprets signals to predict the probability of a prospect’s readiness to buy.

Once you’ve used trigger events to determine the prospect’s likelihood of buying, you can craft your outreach accordingly.

Eliminate cold outreach by gathering relevant information about your prospects.

Separate outbound from account development.

Many times, the same account executive is tasked with nurturing leads as well as sending out cold emails to book meetings.

That can be problematic because the motivations are very different: the person responsible for outbound shouldn’t necessarily be the same person to close deals. Because account execs don’t typically enjoy cold calling and cold emails, execs may not follow through on them.

Instead, consider having an entry-level sales person do the research and prospecting.

Measure your outbound people on the number of relevant people they are engaging with, and make sure they have a very clear definition of your ideal customer profile.

As you evaluate your audience, distinguish the buyer from the decision-maker. In the case of LeadSift, account development managers use the data, but they sell the product to VP’s of marketing.

Evaluate your messaging and determine who is responding to it.

Send proper outbound outreach.

Your outbound outreach cannot be one email sent to a list of 100 people.

Mix in other strategies like social selling and phone calls.

Keep your emails short, and don’t try to make them too cute. Provide value without writing long, dry emails.

Test your emails. Personalize your email sequence and track its performance. Adapt your messaging to your audience, and if it isn’t working, change it.

Realize that the same email won’t work in every situation.

Use meaningful data.

If, at the end of 90 days, you cannot report how many emails you sent, how many phone calls you made, how many emails were opened, and other relevant data, you are setting yourself up for failure.

What doesn’t get measured doesn’t get improved.

Too many companies “wing” their outbound efforts. They have no intentional plan, so their process doesn’t work consistently.

The industry is trending toward account-based sales, so your outbound process should include a strategy for each company or each cluster of companies.

Rather than buying lists, which is always static data, use LinkedIn to find your seed set of companies and prospects.

Outbound prospecting cannot be an afterthought. No strategy works every time, so you must be patient. If you’re doing the right things and conducting a good email campaign, you should see results within 180 days.

“Eliminate Cold Outreach” resources

Find more information about LeadSift, and connect with Tukan on Twitter.

You can also email him at tdas@leadsift.com.

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based upon research and interviews with buyers, the book provides a blueprint sales professionals. Read an excerpt of the book here.

Once you’ve applied the concepts you heard here today, message me or email me and let me know what your results were.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

 

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Donald Kelly, The Sales Evangelist, TSE Podcast

TSE 852: Break The Rules…Take A Risk!

Donald Kelly, The Sales Evangelist, TSE Podcast

Sometimes, rules survive long enough to become folklore. We adopted them as our own even if they aren’t necessarily good for us. As sales professionals, we must break the rules.

Today on The Sales Evangelist, we discuss the importance of taking educated, calculated risks in order to improve our process. I’ll tell you about a risk I took as part of my social selling experiment, and how it panned out.

Identify the rules.

Sales professionals follow a lot of prospecting rules, like the one that says that the phone is the best way to prospect.

As technology evolves, we’ve seen less success with the phone, so we have moved to social media. The Sales Evangelist team spent the entire month of May focused on effective social selling.

We’ve bought into the idea that snail mail doesn’t work. We discount it as a waste of time and money, which may be true if you aren’t using it well. The same is true for the phone and social media: the key to success is understanding the process.

For the past few weeks, I’ve told you about an experiment I’m doing to test the rules. I’ve identified 40 prospects to contact via social media, and 40 prospects to contact via phone to measure the effectiveness of each.

Gather intel.

About 3/4 of the way through my experiment, I realized that I wasn’t seeing much fruit from either effort, so I combined the two.

I found prospects via phone, and I connected with them on social media. Then I did the reverse: I found prospects on social media and connected with them via phone.

I reached out to lower-level people within the company to determine what challenges the company was facing that I might be able to help solve.

In many cases, I spoke to the executive assistant in an attempt to gain an ally in the company. The executive assistant acts as a sort of talent scout for the decision-maker, so if you can get that person in your corner, you will be more likely to gain access to the executive.

Break the rules.

Then I decided to break the rules.

I was reading the book How to Get a Meeting With Anyone by Stu Heinecke, which is all about content marketing. It teaches how to get in front of the prospect and let him know that we exist.

I sent a large box with popcorn, a drink, candy, and an oversized ticket to each of 8 prospects, inviting them to a demonstration. We didn’t do this for every prospect; just carefully-selected companies that we knew had a need or a challenge we could fill.

The effort took a little more work, and it was more expensive than our usual efforts. But of the 8 companies we contacted, 6 of them have set up demonstrations. We’re still working with the other 2.

We discovered that most people aren’t using snail mail, and most businesses only receive bills and junk. When we send a package with a hand-written label, and then follow it up with our usual techniques, we grab the attention of the person we sent it to.

We tried it on a small scale, and it produced good results, so we’re working now to scale it, and that’s what I love about experimenting.

“Break The Rules” episode resources

I’ve spent a lot of time talking about the book Stop Selling & Start Leading because I believe so strongly in the message it has to share. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Audio provided by Free SFX.

Dennis Brown, Donald Kelly, LinkedIn, Inbound Leads

TSE 843: How to Get Inbound Leads From LinkedIn

Dennis Brown, Donald Kelly, LinkedIn, Inbound Leads

LinkedIn has evolved to be a place for business prospecting. Though it was once assumed to be a tool for updating your resume, sales professionals now get inbound leads from LinkedIn.

Today on The Sales Evangelist, we talk with Dennis Brown about using social media to connect with your target market and find business opportunities.

The goal is to flip the script: instead of simply connecting with your target market, use LinkedIn to engage people and have your prospects come to you.

Become the hunted

There are several steps you can take today to make your LinkedIn work for you. Like any social-selling strategy, start with the basics.

If you aren’t making a good first impression, start there. Dennis’s blog has tons of information about optimizing your LinkedIn profile to make a good impression.

If people engage with your profile and you don’t have strong social proof with good recommendations, you can immediately ruin the opportunity.

  • Post relevant content regularly, preferably every day.
  • Post content that’s relevant to your target market.
  • Focus on educating, inspiring, entertaining and engaging instead of selling.

Engage with your engagers

Once you’ve posted relevant content, people will engage. Engage them back. Show appreciation for their time and effort. You’ll start getting inbound connections, and your goal is to continue the engagement.

If they engage with your content, you’ll show up in their feed more often. “Know, like and trust,” will kick in.

From there, there are three ways Dennis conveys them to leads.

  1. Prospects see his content and visit his profile, which leads to added engagement.
  2. Prospects respond to his CTA to schedule a free phone call.
  3. He engages with their content if he knows they are a prospect who fits his customer avatar.

Dennis works backward, knowing that his leads often evolve from prospects who ask questions, so he determines how to get them to the point of asking.

In each case, he leverages the power of his profile to influence his prospects, and he creates inbound leads from LinkedIn.

Generate content that generates leads

His content leads prospects to ask, “How’d you do it?” which allows him to reply with basic information and resources.

Most recently, he offered his book 7 Habits of Highly Successful LinkedIn Users free to prospects who responded with “7 habits” in the comments section of his profile. More than 100 new leads requested the book, opting in with their names and emails.

Dennis then led them through a drip campaign that nurtured them into potential leads.

Throughout the campaign, prospects had the chance to ask questions and engage with content that was super relevant, because only relevant content will create opportunities for engagement.

“Inbound Leads From LinkedIn” resources

Dennis has created a one-page cheat sheet for everything in today’s podcast. Visit askdennisbrown.com/TSE to find a summary of today’s conversation, as well as all of his contact information.

The book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley is a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

We’ve got a free excerpt of the book so you can check it out. You’re going to love it.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

Audio provided by Free SFX.

Rom JB, Tutoring, Facebook Selling, The Sales Evangelist

TSE 841: Seek To Serve When Using Social Media

Rom JD, The Sales Evangelist, TutoringSocial media is here to stay. The faster sales professionals learn to use it, the better off they’ll be. The trick, according to Romual Jean-Baptiste, is to seek to serve when using social media.

Today on The Sales Evangelist, Rom explains how he uses social media, why he uses social media, and why you must incorporate it into your own sales process.

The truth, he said, is that we really have no choice in the matter. Everyone around us is using social media, and it’s a necessity that we evolve to it.

The more we resist it, the more of a disservice we’re doing to ourselves.

Identify your ideal customer.

Rom is a certified special educator whose company provides in-home tutoring for clients in New York City.

His ideal customer is a married working mom who is busy with her career, her family, and her social life. She uses social media extensively to interact with her friends, share things with her family, and ask questions.

Everything Rom does on social media is based around Lisa.

He completely surrounds himself with her life so he can understand how she sees the world. He joins women’s groups, reads content targeted at women like Lisa, and goes to live events and interacts with women like Lisa. He even tries to predict her favorite restaurants.

Rom said he constantly learns new things about Lisa because she is always evolving. As a result, his marketing and his use of social media must do the same.

He has determined that, once you understand your ideal client, you’ll be able to market effectively.

Interact with your prospects.

Once you understand who you’re marketing to, watch them to see how they use social media.

Rom discovered that his prospects are in their 30s, so they are primarily using Facebook, although they are also moving to Instagram. Because his prospects are moving, he’s going with them.

He also said he is careful not to spread himself too thin, choosing instead to focus on a couple of different platforms instead of trying to master them all.

In Rom’s case, he follows the school calendar and other related events to provide value to prospects.

If they ask a question about education, he answers it. If they accomplish something, he congratulates them. If the end of the school year is coming, he posts about summer learning. During back-to-school, he shares information about that.

By understanding who he’s going after and the problems they face, he is able to provide content relevant to the pain they are facing.

Invest in the people you’re trying to reach.

People tend to overthink social selling and incorrectly assume that the goal is to push their own agenda.

Instead, Rom said, take the time to invest in your ideal customer. Understand her. Provide value to her.

When prospects are considering whether to pursue tutoring, Rom works to land their cell phone numbers because he calls text messaging the “Holy Grail” of social selling. (People respond faster to text messages than email, in his experience.)

Once he has the number, he sends an infographic to their phone with a list of questions they should consider as they continue their research and decide which tutors to choose.

  • How flexible is your schedule?
  • How will you track my child’s progress?
  • How will you inform my child’s teacher about his progress?
  • Do you have a money-back guarantee?

This guide helps them make an informed decision about tutors, even if they decide to go with another company, and it’s directly on their phones so they can access it as they interview prospective companies.

Seek to serve when using social media.

Use time to improve your ROI.

It boils down to the platinum rule: treating people the way they want to be treated.

And though it may seem too time consuming to keep up with all of your clients via text message, Rom said the return-on-investment is incredible. If you are able to scale the unscalable, the sky is the limit.

It might seem too time consuming to send a Mother’s Day text to each one, or to acknowledge a child’s birthday, but people do business with people they know, like, and trust. Your clients will always be loyal, and they’ll refer you to other people.

“Seek To Serve When Using Social Media” resources

If you’d like to connect with Rom to hear more about how he tripled his revenue in less than two years with the help of social selling, connect with him on Facebook.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

Donald Kelly, Social Selling

TSE 837: The Social Selling Experiment Part 2

Donald Kelly, Social SellingHere at The Sales Evangelist, we’re in the middle of a social selling experiment to determine how effective social selling is when it’s part of your everyday sales cadence.

I’ve selected a total of 80 companies that I’ve never had relationships with. I’ll use a traditional cadence of mail, email, and phone calls to build relationships with 40 of them. For the other 40, I’ll also incorporate social selling with the traditional cadence to measure whether it improves my results.

Traditional cadence

I chose to work in an industry I’ve never worked with before so I wouldn’t taint the results of the social selling experiment.

In the case of both groups, I started by building a list of prospects to work from.

For the traditional list, I started with Salesgenie, a lead-generation tool. It provides targeted sales leads by industry, with numerous mechanisms to help you filter your list.

I found the code for the industry I wanted to target, and used that to generate initial results. From there, I had the option to create lists of businesses or individuals. I also had the option to specify geographic information, company size, revenue, and other criteria.

The list I created was about 70 percent accurate.

My very first step was to send something in the mail to each of my prospects in an effort to capture their attention and provide awareness about me.

Social selling experiment

For the social side of the experiment, I first researched platforms to find out which ones were the most powerful, and LinkedIn was the clear winner.

Iinitiated a search on a basic LinkedIn account (not premium) without the help of any additional plugins.

I searched for the job title I wanted to target, and I searched for the industry. My goal was to find facilities whose COO or director I could connect with.

Once I had some results, I narrowed them by region, limiting them to primarily the southeast and Alaska.

In the case of this group, I sent them something in the mail, and I reached out to them on LinkedIn. If I discover that one of my prospects is connected to an existing LinkedIn contact, I’m taking advantage of that to build relationships.

As I progress through my cadence, I’ll continue to provide details about my message and my strategies.

We’re conducting this experiment so you don’t have to. We’re sharing this information to help you be successful, find more ideal customers, build more value, close more deals, and do big things every day.

Episode resources

The Sales Evangelist offers a business development service that develops cold leads for your business. We’ll generate a list and hand it off to your team who can work to close deals. Email me for more information.

I used the free version of Leadgibbon, a plugin that extracts public information for the people you’re trying to reach. It can also pull email addresses, phone numbers, and basic information about a company. That information can then be exported into a Google spreadsheet and used with your sales cadence.

We didn’t use LinkedIn’s Sales Navigator for purposes of the experiment, but it’s a great tool to help sales professionals tap into the platform’s network.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley.

I continue because buyers hate it when sellers disappear as soon as the deal is done. You don’t have to be directly involved. You can simply lead the process by making sure that the customer is getting everything he needs.

This book is a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers. Get your excerpt here.

Leave us a review wherever you consume this content. Share it with someone else who might benefit from our message. Also, if you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

Jack Kosakowski, Social Selling, LinkedIn, Twitter, Facebook Ads

TSE 831: Social Selling Is Not Working For You Because You Don’t Know How It Works

Jack Kosakowski, Social Selling, LinkedIn, Twitter, Facebook Ads
If your company’s marketing strategy hasn’t evolved, you’re likely paying a high price for it. Furthermore, if you don’t understand social selling, it will never generate any positive results for you or your organization.
On today’s episode of The Sales Evangelist, we talk to Jack Kosakowski about understanding social selling and why you should embrace the platform instead of fighting it.

Social selling mistakes

The biggest mistakes sales professionals make on social media is failing to understand it and take it seriously. Many people assume they understand social media, when in reality it’s much like other aspects of sales: it requires training.

In many cases, sales professionals are treating social selling as another form of marketing when, in fact, it’s actually a new way of selling.

They aren’t creating content that people care about, and they aren’t posting consistently.

There’s a lack of caring and no outbound engagement.

In a phrase, there’s a failure to build relationships.

Becoming a noticer

Jared Easley recently shared the importance of being a noticer on social media. Being a noticer begins with using social media as a tool to capture people’s attention.

It’s about attracting people’s attention before they even realize they have a need that you can satisfy.

Instead of employing the old technique of “cold calling,” you can use social media to connect with people and grab their attention long before you initiate a sales conversation.

Instead of jumping straight to the sale, begin by letting them know that you exist.

Social media can help you have the right conversations with people who want to have them instead of having conversations with people who don’t want to have them.

It’s a matter of getting the right attention from the right people.

Social selling steps

Sales professionals must let go of their lazy tendencies.

1.  Create new content that is hot-off-the-press and industry specific; share it before the CEOs in your industry find it.

2. Use content to create conversations. Use high quality content and include your own insight.

3.  Commit to spend 30 minutes a day reading up on the trends in your industry.

4.  Diversify your attention-seeking methods. Use different methods to attract different people.

5.  Test different kinds of content to see what performs best for you. Different content will attract different people.

6.  Dominate your industry. Share information that people can’t find elsewhere.

Episode resources

Salespeople can be leaders instead of being subservient. Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

After you’ve tried some of the ideas here, I’d love to hear how they worked for you. Email me and let me know what your results were.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Social Selling, Donald Kelly, Content, YouTube

TSE 829: Sales From The Street-“Being Small Doesn’t Benefit You”

Social Selling, Donald Kelly, Content, YouTubeI spent too much time thinking small: failing to try new things for fear that I wouldn’t be good at them. It wasn’t until friends in my Mastermind group challenged my thinking that I realized that being small doesn’t benefit anyone.

Today on The Sales Evangelist, we’ll discuss how small-mindedness can hurt you, and how you can provide value to your customer if you’ll push past that kind of thinking.

Nagging thoughts

For years, I believed that social selling wasn’t for me, because I wasn’t charismatic or beautiful enough to make videos or create other visual content.

Furthermore, I believed that if I did create content, trolls would come out of the woodwork and sharpshoot my efforts. If that happened, their criticism would send me running back to the safety of my cave.

Finally, I believed that I didn’t have anything of value to offer. I didn’t believe I was capable of social selling.

Even with the launch of this podcast in 2013, I was plagued by thoughts that I didn’t have enough time or adequate equipment to generate videos. I didn’t have the capability to edit them and I didn’t have enough content.

When my friends challenged me to share just one thing on social media, I created a video that didn’t get a lot of attention. That video prompted me to compare my own work against other content that was out there, and I was immediately tempted to stop.

It took me a while to realize that you’ll rarely be successful on your first attempt at anything.

Untrue beliefs

At some point I realized that YouTube is the second largest search engine in the world. I also realized that by failing to take advantage of its audience, I was passing up opportunities.

I bought myself some inexpensive lighting and a small camera, though I could have accomplished the same thing using simply a cell phone, and I got to work creating videos.

Surprisingly, no one criticized my appearance in those videos and no one challenged my content. In fact, they liked what they saw, which propelled me to create more.

When I committed to do Facebook live segments, I discovered that people were really watching them. One day when my broadcast was a few minutes late starting, a group member messaged me wondering why he couldn’t see the content.

It occurred to me then that, if I hadn’t generated that content, at least one person would have missed it.

Effective tools

So how does social selling help your business? People see your expertise in a different medium than usual and they have a chance to evaluate your content.

Instead of simply trying to convince them to buy my product or service, I can use social selling to prove the value of my content so they’ll be more inclined to take the next step.

Think of how many YouTube videos you have personally watched, and the value they have provided to you when you were trying to fix something or solve a problem.

Figure out your prospects’ frequently asked questions, and begin with a simple video answering those questions for your audience.

Being small doesn’t benefit you and it only serves to cripple your efforts. Get rid of thinking that says you’re not capable.

Episode resources

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

Stop Selling and Start Leading, The Sales Evangelist Podcast, Leaving Voicemail

TSE 812: Selling Basic 101…”How Come They’re Not Calling Back?”

Stop Selling and Start Leading, The Sales Evangelist Podcast, Leaving VoicemailIt’s frustrating to contact decision-makers and discover that they’re not calling back. You’ve got a great product, and you provide great service, but you’re not getting access to them.

On today’s episode of The Sales Evangelist, we discuss some little-known secrets about decision-makers. We’ll address why you must distinguish yourself from the pack in order to escape “voicemail jail.”

Trading commodities

Early in our history, people traded commodities like milk and grain.

When manufacturing entered the picture, sellers were forced to distinguish themselves and their products from others in the marketplace.

We’re in a different era now. Everyone expects quality products on a timely basis. If you can’t provide those things to your buyer, they’ll get them from Amazon.

The question, then, is what can you do for your prospect that stands out from the crowd? How can you distinguish yourself beyond quality and timeliness?

Creative contact

Imagine Congress passed a law tomorrow outlawing sales calls to businesses.

Sales professionals would find ways to be creative. We’d use LinkedIn or social selling, but we’d find a way to contact our prospects.

As it is, the phone can be a crutch.

Which emails and voicemails do you imagine they delete first? Why do you suppose they’re not calling back?

Each of these people has something on their radar that is their main focus. If you can offer me something that addresses that part of the job, you’ll make their life easier, and you’ll more likely get their attention.

Specific challenges

What is the CEO or CFO of the company most concerned about? What is the business driver?

Have you read the website to identify the company’s vision or goal for the quarter or the year? Are they expanding? Planning to sell?

Investigate. Find the problem the company needs to solve. Bring something to the table that demonstrates your interest in the company.

Imagine your research revealed that the company is losing $10K a month in processing fees. Your email subject line might say “$10K is going down the drain each month, Donald.”

In the body of the email, I’ll indicate that I’ve spoken to Pam in the organization, and I have a solution to the $10K problem.

You could even send a fake $10K bill to the company with a note about the problem attached.

Offering specifics provides value to the company and demonstrates your interest in helping solve problems.

Dream 100

If that seems like a lot of work, consider that I encourage people to target their Dream 100 prospects.

Create a list of the dream clients you’d most like to reach and work personally toward earning their business.

Episode resources

We create this content because we want to help you create value, make a deeper impact, build experience, and get out of voicemail jail.

Check out Stop Selling & Start Leading for a blueprint on buyers, and how you can increase your sales.

Join The Sales Evangelizers on Facebook to interact with sellers of all levels, from all regions, in all industries.

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Donald Kelly, The Sales Evangelist, Sales from the Street

TSE 644: Sales From The Street-“Get Social”

The Sales Evangelist, Sales from the Street, Michael ManzurToday’s episode is about getting social… the right way. Our guest today is Michael Manzur. He has some great insights into utilizing social media for selling. It’s about taking advantage of things that will help us work smarter, not harder. These are things that have worked for them, that might already be working for you now, or things that you can still improve upon. Michael is the CEO of Flood Me Social, a social media marketing agency.

Here are the highlights of my conversation with Michael:

Michael’s greatest sales struggles he has had:

How to align the brand with the audience

Strategies to help align your business with your audience:

  1. Figure out where your audience is engaging.

Observe all the social cues and all the different cues you get.

  1. Align the value with the need then implement steps to get there.

Observe how to align your value to their need.

  1. Build rapport.

You probably hear this a lot but it’s still being less applied. Understand why these people do what they want to do.

  1. Understand social cues through demographics.

Figure out the person’s age, occupation, location, etc. Understand those needs to be able to create a snapshot.

  1. Continue bringing value.

You want the success to continue. Make sure everything is aligned. Align your why and how. Remember that the how informs and the why transforms.

Michael’s Major Takeaway:

Know your why. It’s a very powerful element in sales. You want to make sure the why of the company and your internal why are all aligned with the needs of the customer.

Check out their Facebook group, Miami Social Media Marketing (you don’t have to be someone from Miami) and find great value especially if you need any social media marketing advice.

Episode Resources:

Flood Me Social

Connect with Michael on Facebook and LinkedIn

The Science of Selling by David Hoffeld

Join the TSE Hustler’s League. We will be having two tracks this semester – one focused on value building and the other focused on business growth and development. The semester starts on September 25 and we’re only taking 25 people for each track.

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Chris Jones, Donald Kelly, Selling on Instagram, The Sales Evangelist Podcast

TSE 576: How I Grew My Company Using Instagram and My Smartphone

Chris Jones, Donald Kelly, Selling on Instagram, The Sales Evangelist PodcastAre you using Instagram for your business? If not, then this episode might inspire you to get also get started with it. Instagram is a social media platform that is growing in popularity. People love sending pictures and they love to connect. Maybe your business can also benefit from it. If not, then so be it. either way, learn from our guest today, Chris Jones, on how he actually built a company, an activewear business, with nothing but a phone and his Instagram account. Chris is going to share with us some Instagram strategies and tools to help you generate more leads.

With a background in direct sales, Chris is currently focusing on two projects, an activewear brand, Bec Sport, and a blog, www.unoboy.com about his exploits in eCommerce and trying to sell physical products online.

Here are the highlights of my conversation with Chris:

How Chris started from scratch:

Working as an employee for a real estate technology brand, he was doing phone sales off full commission. Being glued to a computer 8 hours a day, he decided he needed a change.

The podcast is where it all started. He came across a guy selling physical products on Amazon and it spoke to him on a deep level.

Being a gym enthusiast, he looked around to see what problems he can help solve with a physical product and figured he’d create the best pair of pants he can wear in the gym.

He got in touch with overseas suppliers and three months later, he got his first sample. He let his friends try it out and everybody loved it. Now that he had a product, he had to figure out a way to sell it.

Strategies for selling his product:

  • He originally wanted to put it on Amazon but he had to prove his online reputation having this threshold for Amazon approval.
  • He then set up the Instagram account to like a real clothing brand and posted some photos. Nobody like it!

Instagram strategies:

  1. Go out and engage with other Instagram followers and generate a lot of follows, likes, comments, and all kinds of engagement.
  2. Go to a specific hashtag, whatever your niche is and like every single photo in the hashtag and then post some comments. And they will also comment and follow back. Chris did this for two hours a day but knew he had to automate things.
  3. Use an Instagram tool such as Instagress – This tool allows you to automate and replicate this human behavior that instead of doing it two hours a day, you can do it 24 hours a day.

Automated Engagement: Is it spamming people?

Chris believes you should only be replicating real human behavior with Instagress. Leverage your time so instead of being able to spend 2 hours a day, you’re now able to completely free yourself of the task while being able to do this 24 hours a day.

Sending automated emails were not accepted in the old days but nowadays, email automation is necessary for most businesses.

Automation is a way to go up behind people you’d like to meet or you’d like them to meet you. This is your opportunity to walk up behind somebody, tap them on the shoulder, and start a conversation. What you do after is also very important.

Chris’ tips when starting your own business:

  • Stop always chasing money, and scratch your own itch first.
  • Solve a problem you have personally then you will be uniquely suited to sell that to other people because you know the customer you created the product for in the first place.

Converting followers to buyers:

Use of persuasion triggers and start putting them into everything you’re using to communicate with people. Make sure they’re built into your captions and in your website’s product description. An example of persuasion trigger is scarcity.

Turning Scarcity into Strength

Scarcity is built-in to small businesses. Scarcity will make people buy stuff they don’t even need afraid they’re going to miss out. So turn your scarcity from a weakness to strength.

Be creative in finding ways that your product is scarce. Scarcity is what makes them buy now versus six months from now. It accelerates the buying cycle.

Chris’ Major Takeaway:

Get some thought on the idea of scarcity because scarcity can sell your product 10x faster than having a great product or even having a great price. Whether it’s a promo code that expires later today or you’re going to run out of inventory, give some thought on how you can use scarcity to sell whatever you’re selling.

Episode Resources:

Check out www.becsport.com and follow them on Instagram @becsport. Also, find some cool stuff from his blog at www.unoboy.com.

Connect with Chris through email at chrisjones@gmail.com.

The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

Alibaba.com

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Social Selling, Ian Moyse, Donald Kelly, The Sales Evangelist Podcast

TSE 546: Using Social Media the Right Way to Increase Sales

Social Selling, Ian Moyse, Donald Kelly, The Sales Evangelist PodcastSocial selling has become one of the hottest topics today but a lot of people are not actually doing this right. My guest today, Ian Moyse, is going to give us some clarity and super valuable insights into social selling specifically around sales development.

With about 25 years of experience in the sales leadership arena, Ian has seen a lot of shifts in sales over the years including the use of social media. So how do you actually get a grip on this relatively new way of selling to make sure you achieve the success you want?

Here are the highlights of my conversation with Ian:

What is Social Selling?

People often equate social selling to social media but it’s just about social sales engagement and most companies call it social selling. Social selling is not in a Venn Diagram that overlaps with LinkedIn. While LinkedIn is a very useful tool, social selling is a methodology, a process, a way of thinking that encompasses the use of some tools of which LinkedIn is one of them.

Social selling involves the use of social media to engage with a customer or a prospect in some manner. It could be either get a contact or an existing customer that’s offering us a better way of supporting them and engaging them.

In short, businesses use the social media platforms to business advantage.

How to get started with social selling:

  1. Have a target audience.

Instead of hitting 500, all you want is just 23 people with the right profile who want to have a conversation with you because then you can really use your skills to convert them now or use them for later.

  1. Business leaders should bring it into a business.

Sadly, many business leaders see social media as a marketing thing or pushing information out just so that it’s out there. Or they may also view it as a toy and would only consider their salespeople as selling if they picked up the phone. But the buyer dynamics has significantly changed, the way they engage and the way they can search the net to look up insights and reviews. Between 50% and 70% of the sale is done before buyers engage with a salesperson.

Second, managers often want an immediate result and you have to understand that social selling can be a long, nurturing process.

  1. Make a great first impression.

Paint a good picture of how you look as an individual. Make sure you have a good picture and you add a bit of personality in there. Customers look for your creativity in the way you present yourself. Just get the basics right first.

The first impression counts, but in today’s world, the first impression doesn’t happen when you meet them in person. It happened prior to that because they’re already looked you up online.

Testing the Look of Your Profile

Ask your colleagues or friends and get comments about the look of your profile. You can also test this in your site using www.photofeeler.com. It’s a free site that allows you to test the look of your photo and get comments from people who voted based on a certain set of criteria. With a little bit of free effort, you can really get that edge. It’s always the 1% difference that makes a huge difference in sales.

“The horse that wins the race by a nose gets 10x times the amount of the second place.”

So you don’t have to win by ten miles but it’s the little things that add up that could mean someone chooses you for that job or project.

  1. Nurture your prospects.

LinkedIn Sales Navigator

Again, social selling is a long, nurturing process. Identify your target list. Use LinkedIn Sales Navigator, for example, so you can mark them and group them accordingly.

Twitter Lists

You can do the same thing with a Twitter List. For example, name your targeted people as “Influencers” list and seeing they belong to that list would flatter them. Then they will look at who added them and of course, you want your profile to look good and professional. Then you can look at that list any time or share them with colleagues.

Engage with them.

Share something they posted or comment on their posts but make sure you’re doing this genuinely. Don’t be someone you’re not. Look for something where you can leave genuine comments. The real goal for this is to get them to comment back or follow back.

  1. Make it a habit.

Understand that this is a slow game. Most people, however, are not doing this. It’s adding up these small things that compound to the success you get out of this.

Ian’s Major Takeaway:

Do not ignore social media and figure out what works. You don’t have to be on everything. Get your personal brand up because there’s a lot of people in the job market so it’s very competitive. A sales leader will always look for a star. You don’t necessarily have all the answers but you’re always open to being coached and always willing to learn.

Episode Resources:

Connect with Ian on LinkedIn and Twitter www.ianmoyse.cloud

Photofeeler.com

LinkedIn Sales Navigator

Twitter List

The Sales Development Playbook by Trish Bertuzzi

Check out our Facebook group, The Sales Evangelizers

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, Corey Goltz, CleanMark

TSE 534: Sales From The Street: “Sell Different”

cleanmark, The Sales Evangelist Podcast, Donald Kelly My guest today is fellow local Floridian, Corey Goltz, as he shares with us his biggest sales struggles, how he overcame those, and some of the results he has seen, and hopefully apply some or all of these principles to your own sales success.

Corey Goltz is in charge of developing CleanMark’s current customer base in the southeast region as well as building new business relationships. In addition, he plays a key role in extending CleanMark’s full scope of services to both existing and new clients.

Following a distinguished military career with the U.S. Army 3rd Ranger Battalion, Corey honed his business development expertise over the following 15 years within the fitness and financial services sectors. It was at the latter that he developed a defined value proposition and supporting communications strategy that ensured a compelling, consistent brand that drove outstanding client acquisition.
In addition to receiving the coveted Ranger Tab from the United States Army’s premier leadership course, Corey also attained an MBA in marketing from Palm Beach Atlantic University, Florida in 2013. This unique combination of military precision and business flair has helped him to excel in both business-to-business and direct-to-consumer sales, underpinned by the consistent delivery of innovative solutions implemented across myriad business requirements.

HE IS MOST PROUD OF:

* His service with the United States Army and 3rd Ranger Battalion.
* Annual Sporting Clays Fun Shoot committee member for Place of Hope in Palm Beach for the last 3 years.
* Vice-chairman on the Board of Directors for Unity For Kids School.
* Finishing IronMan Arizona with his wife by my side (in less than a day)
* He and his wife Brenda have two wonderful and productive children who you will often find volunteering with them on the weekends or hiking and kayaking in one of our the beautiful parks. They have made a wonderful addition to “Team High Goltage”.

Here are the highlights of my conversation with Corey:

Corey’s means of prospecting:

  • Inbound marketing through social media
  • Being in the right place at the right time when the customer is ready to talk to you

Corey’s major challenges:

  • Getting in front of a new group of people and getting into the space they’re already in
  • Presenting himself as a thought leader or field expert in a new industry

Strategies Corey applied to overcome his challenges:

  1. Develop a mission statement.

Why are you out there? Why do you wake up in the morning? You can’t just wing things and do things without a compass.

  1. Research your potential prospects.

Go into LinkedIn profiles, Twitter conversations or talk to friends to find out about your prospects. Talk to your prospects without selling and just get to know more about them.

  1. Research and implement an effective CRM

Find something that fits your company’s needs.

  1. Have a sales process.

Having a sales process is often overlooked by many salespeople. A great personality is not the only way to sell. You have to have a basic process in place. Get a proper education or training. Base knowledge is important but having a process will help get you to the next level. By having a process, you have something to fall back to.

Some results Corey has seen:

  • Their expected learning curve has been shortened by half.
  • Peace of mind

Episode Resources:

Connect with Corey on Twitter @HighGoltage or shoot him an email at corey.goltz@cleanmark.com.

HubSpot

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Donald Kelly, The Sales Evangelist

TSE 522: Salespeople are NOT Marketers

Donald Kelly, The Sales Evangelist It’s a common misconception among many entrepreneurs that marketing is sales and vice versa. But here’s a fact: Although sales and marketing are closely related as they are basically part of the same family and are similar in many ways, they’re still two different beasts. And I’m going to share with you today why it’s important to understand the distinction between the two.

I have a friend talking about going into a new industry and start up a business. He is actually an exceptional seller and author so I know he could surely go out there and do a really, really good job. The challenge, however, was his idea of creating an online course. And while a lot of people become successful at this, many are still having a tough time doing it with only meager results. What could be the reason for this? tn74sdjj

Sales Professionals are NOT Marketers, Marketers are NOT Sales Professionals

Online selling is a different beast compared to traditional selling.

Marketing focuses on campaigns which are long term. Marketing’s job is to find leads they can bring into the funnel which sellers get connected with to turn these leads into clients. Sales, on the other hand, has a relatively shorter process.

In marketing, the content you create must be something enticing enough for customers to open your email or for them to keep coming back.

eLearning is an online marketing strategy. Your sales experience does not matter. As a sales rep, you’re not going to be as successful at it than as a marketer. Hence, you have to think like a marketer. Without expertise and clearly understanding how to create the funnel or how to create the proper cadences and all the technical know-how, you won’t be successful at it.

Having good marketing knowledge

Sales professionals and marketers are two different beasts. That’s why most traditional sellers who try to do online selling fail. Having good marketing knowledge is key.

Can you learn this stuff? Of course!

You have to understand both roles to be effective. You have to be a hybrid of sales and marketing. Understand the funnels and how to build them. Understand how to nurture your lead and how to create compelling content.

Admit that you’re not a marketer or that you’re not a seller.

When you try to get into a new space coming from traditional sales or traditional marketing, you have to recognize that it’s not your forte. That’s the first step. Then you go from there and do what you need to do to develop and improve. Otherwise, get someone who can do it for you.

How to improve in your selling:

Join mastermind groups such as the TSE Hustler’s League. Listen to podcast. Read books.

How to improve in your marketing:

Go to expert marketers like Ryan Deiss or turn to organizations that can give you the marketing expertise like HubSpot. Get certified and learn all the things out there.

Episode Resources:

Ryan Deiss – DigitalMarketer

HubSpot

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Donald Kelly, Social Selling, Twitter Social Selling, Twitter, Prospecting on Twitter

TSE 460: TSE Hustler’s League-“Using Twitter To Sell”

Donald Kelly, Social Selling, Twitter Social Selling, Twitter, Prospecting on TwitterToday is another snippet from one of our discussions over at the TSE Hustler’s League where we talk about leveraging the power of social selling through Twitter.

Prospecting should be done right so you need to have ideal people that you’re focusing on. And from there, this helps you with your messaging and in focusing on the things you need to focus on.

But first a brief outline of what we’ve discussed in previous episodes related to prospecting:

The Dream 100 – a list of your top 100 clients you want to target

The 10×10 – making at least 10 calls before 10am and getting into the habit

LinkedIn Sales Navigator – a tool to help you find amazing results on LinkedIn

Using Social Media as a Pitch Fest:

Many salespeople tend to use social media as an approach to sell their product instead of showing that they care about the customers and they want to help. It’s all about buy, buy buy!

What is the goal of Social Media then?

The goal is to meet new prospects that you can build relationships with. Do this 20 mins per day and you will see the difference.

Why are you on Social Media?

Your main purpose for being on social media is to provide solutions. You sometimes even give them a solution to a problem which they don’t know they have. Sometimes they’d tell you their problems too and you want to make sure you’re there.

How to use Twitter in social selling:

1. Update your Twitter bio.

2. Set the blog post feeds of key people on your Twitter account.

Find the blog posts of your 100 clients. Be a noticer and share their content. When they see you’re sharing their content, they would follow you and they would feel special you’re sharing their blog posts. Then you begin to build up your following.

3. Tweet and thank.

When somebody connects with you on Twitter. Tweet them to thank them for following you. The key here is to build relationships.

Episode Resources:

TSE Hustler’s League

Check out The Nancy Gaines Show and listen to Episode 99 where Nancy had me on the show which was a fun chat!

LinkedIn Sales Navigator

Check out our previous episodes on Prospecting:

The Dream 100
The 10×10
LinkedIn Sales Navigator

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 457: Social Selling Mistakes You Should Avoid

Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

78% of salespeople who use social media outsell their peers. Yeah, true. Social selling works. But you can’t just do it without first even understanding how it should be done. It’s all about building relationships and building value.

Here are some strategies to make sure you don’t make the mistakes many people do when they’re social selling:

  1. Be human.

It’s not just putting out your name out there and expect people come to you in the same way that it’s not about begging people to buy from you. You need to realize that you need to be a human being when you’re social selling. Social media is not a different world. Sure it’s not tangible, but people on the other side of the screen still see you as a human being.

  1. Provide value.

Bring education.  If people see you can provide value to them and it makes sense to connect with you, then they’re more likely to build relationships with you.

Be able to come across as the go-to person who is someone who can help them in their struggles or challenges.

Be a connector. Try to find out their ideal client or the industry they’re going after and try to connect them with the people in your network. Being that middleman is an awesome thing!

  1. Discover your ideal customers, if you haven’t yet.

You don’t have to go to all the social media platforms. Just stick to the ones you’re market is at and provide value to them there. Provide 3 pieces of content that speak to a specific challenge that they’re facing in that industry and come up with a solution to that (ex. white paper or video training).

  1. Focus on building the relationship.

It’s okay if your clients don’t buy right now. Maybe it’s not the right time yet. Instead, focus on building that relationship. Refer them to people whom you know might help them. And seeing that sincerity from you, they might just refer you to their network and that means opportunity for new businesses.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

LinkedIn Sales Navigator, The Sales Evangelist, Best Sales Podcast

TSE 455: TSE Hustler’s League-“LinkedIn Sales Navigator”

LinkedIn Sales Navigator, The Sales Evangelist, Best Sales PodcastToday, we bring you a past snippet of one of our sessions over at TSE Hustler’s League where we focused on LinkedIn Sales Navigator so you can learn how you can improve your hustle as you do social selling. Through this strategy, LinkedIn takes you to a hyper whole new other category which allows you to pinpoint your ideal customer or prospect to go after, find ways to reach out to them and manage those. It works almost like a CRM!

Here are some of the things you can do with LinkedIn’s Sales Navigator:

  1. Make a Search.

Filter based on:

  • Location
  • Relationship
  • Company
  • Industry
  • Specific Functions (Consulting, Business Dev, etc)
  1. Save them as a Lead.

This will bring you to a bucket called Leads. That company will also be saved under your Accounts. Now, the Sales Navigator is going to keep an eye on what’s going on in that company. You will also get to see what the person or company you’re following is sharing so you will have an idea of what matters to them.

  1. See who’s viewed your profile in the last 90 days
  2. Reach out to any LinkedIn member with InMail.
  3. Suggested leads

Sometimes the potential leads have shared something and that allows you to interact with what they’ve shared from there.

  1. Save your search.

Saved searches will be email to you according to the frequency you want.

  1. Get insights as who among your network is connected to a certain profile and how.

You can also export this to Salesforce which can be done in one click. Then you reach out to them and schedule out your meetings.

Episode Resources:

Join the TSE Hustler’s League

Check out LinkedIn’s Sales Navigator

Salesforce

The ONE Thing by Gary Keller and Jay Papasan

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

New Generation of Sales, John Condry, Donald Kelly

TSE 383: Next Generation Of Sales Talent

John Condry, Donald Kelly, The Sales Evangelist Gone were the days when you sell just for the sake of selling. Sales has become an even more competitive world that if keep yourself ahead of the pack or seek to develop yourself and become different from the what everybody else is doing then, this may not be the right career for you. Today, we talk about the next generation of sales talent. 

Let’s welcome John Condry as he shares with us how to become the next sales superstar. John Condry has recently trademarked his management system that helps people in sales, production, and service to be able to manage their week to become more well-rounded and more successful in a technology-driven environment.

Here are the highlights of my conversation with John:

Changes in the sales world:

You can’t stay around sales and not develop.

A lot of people do not look at sales as a profession. They see it as not having other options to do. You can’t do this anymore.

How to Become the Next Sales Superstar:

  1. Identify which part of sales is your gift.
  • Find out which of these areas you’re good at:
  • Prospecting
  • Business development
  • Networking and building relationships
  • Qualifying
  • Presenting
  • Closing
  • Using technology

Recognize which part of the equation did you bring with you. What part are you really good at? Ask a friend or take evaluations online to give you insights into your natural sales talents.

  1. Develop the other parts of your game.

Look at the other parts of your game that are severely underdeveloped. Never have a week go by without developing those other parts of your game. You can’t change you however, you can change the way you do things and when you do things.

  1. Close on Friday morning.

Use Friday morning to become a closer. This doesn’t mean you only close on Friday mornings, but that’s where you work on your closing game. People who are not closers don’t get that time kills deals. Use Friday morning as the time to call in all your chips. Anything you’ve started, anyone who’s interested, anyone who’s in the loop, schedule that next appointment, get the agreement in or let people tell you that they’re not really interested. Closers let go of people that are not candidates for what they’re doing.

  1. Be careful in giving out vital information too early.

When giving your magic too early, people don’t appreciate it. People want what they want and when they want. But there are things that only you have as a seller. It could be your solution or your pricing. Hold on to that until you move to the close and just trade that vital information for a decision.

How to know what to give:

  • What do you have that nobody else can find on the internet?
  • Personalized solution
  1. Don’t make generalized assumptions. It’s all personal.

The moment you assume that everybody is the same, what you sell is a commodity, and every customer is the same – that’s when you get into trouble. Salespeople are there to provide personal solutions to customers.

John’s Major Takeaway:

Work on all of your game a little bit even if it’s just a little bit. Start working on your game and expand your game. Mondays, do prospecting. Friday mornings, be a closer. Friday afternoons, do some training and learn some technology. Break it down to smaller pieces so you’re not trying to do everything. Just do something in all the key areas every single week to start building your muscles Focus on being consistent.

Episode Resources:

Connect with John on www.ConnectionBasics.com or send him an email at john@connectionbasics.com. Connect with him too on LinkedIn and Facebook.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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Register Today! 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Linkedin, Donald Kelly, The Sales Evangelist, Podcast

TSE 377: How To Turn Your LinkedIn Profile Viewers Into Leads

Linkedin, Donald Kelly, The Sales Evangelist, Podcast What do you do to people who land in your LinkedIn profile? I’m telling you, LinkedIn is a source that a lot of sales professionals lack in. If we don’t follow up on those profile views then there could be a lot of money being lost.

Today, I’m going to share with you some great tips to connect with your LinkedIn profile viewers and how to turn them into great leads.

The Different Categories of LinkedIn Profile Viewers:

  1. Networkers
  2. Passersby
  3. Prospects or clients
  4. Recruiters
  5. Competitors

Maintaining your anonymity:

Turn on the anonymous settings to prevent other people from seeing you view their profile.

Tips to turn LinkedIn viewers into leads:

  1. Focus on those easier to connect with (passersby or prospects):
  2. Don’t get connected with them right away.
  3. Look at their profile to learn something about them.
  4. Send them a message.
    • It can be a canned, generic message but make sure it’s a “personalized” canned, generic message. What does this mean?
    • Use their name and spell it right.
    • Lead them into a conversation (maybe say things you both have in common)
    • See if you can schedule a time to go on the phone to chat with them.
  1. If they have an interest in what you have to offer, it will emerge in that conversation naturally.

Today’s Major Takeaway:

Don’t sleep on those LinkedIn views. Reach out to those folks who view your profile and say hello. Look at their profile and send a personal message. Say something back to them.

Episode Resources:

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Come to DO BIG THINGS Conference 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Jeff Leo Herrmann, Donald Kelly, The Sales Evangelist Podcast, Content Marketing

TSE 351: Publish or Perish: Selling in the Age of Content Marketing

Jeff Leo Herrmann, The Sales Evangelist PodcastWith so much information on the internet today, prospects have become more empowered than ever that if you as a seller do not also counter this by being as best prepared as you can be, they could only see you as nothing more than a sales agent rather than being seen as an industry expert or problem solver.

So how do you prepare yourself before meeting with prepared prospects?

Let’s welcome Jeff Herrmann on the show today as we talk about how you can prepare when you’re selling to folks who are more aware than ever.

Jeff is the Chief Revenue Officer at Fathom, a full-service digital marketing and analytics firm that helps clients connect, communicate, and celebrate with their customers using digital marketing strategies and tactics. They spend a lot of time designing programs to help their clients move up the marketing maturity curve from optimizing content to really structuring effective communication programs.

Here are the highlights of my conversation with Jeff:

The Empowered Prospects

Studies show that about 60% of buying decisions is already done by the prospect before they get in touch with the seller.

Companies are putting forward great content in a helpful and problem-solving way

Salespeople have become teachers and curators to help filter out the noise and leverage all data at our disposal to listen and learn.

There is no better time to be a prospect because of the advent of Google search.

What you need to do as a seller to become more effective:

  1. Recognize where the prospect is in the buyer’s journey.

Use content as a tool if you offer up early stage, industry-centric, macro-economic type of content versus later stage, feature-specific, price-specific type of content and which one they gravitate more towards. Become a master of your market and become a resource.

  1. Become a teacher and a problem solver.

Consumers while they have access to a volume of information, they’ve been trained to become impatient, fickle, and easily frustrated. As a sales professional, get in there. Become a trusted adviser and help eliminate some of that noise. Then you become appreciated rather than just seen as an agent of a product. Add value at every turn.

Why is there no better time to be in sales than now?

  1. Observer

Consumers have more opportunity to learn. Salespeople have a bigger opportunity to observe what they’re learning. Be an observer using social media tools just to observe information about your prospects.

  1. Participant

Drive some engagement to germinate the seeds of relationship. This gets consistent with being a teacher and problem solver.

  1. Curator

Think of yourself as a curator. How do you become that industry expert to curate news and information that’s relevant and timely for your prospects?

  1. Creator

You’re not only assembling great information but you have a strong point of view in your industry and your markets. Use social tools to put forward your consistent point of view by leveraging different platforms (ex: video and audio).

Preparation is key.

Activity and preparation matter. That’s what separates your average seller from those that achieve 10x results.

Leverage data at a consistent basis.

Use that to put forward your strong point of view.

Some essential conversations you need to include in your sales process:

  1. To help articulate the value.
  2. To help the individual understand that they need to change from the status quo.

Activity-based prospecting vs. engagement-based prospecting model

  1. Focus on adding value.

Shifting from an activity-based sales prospecting into a slow and deliberate engagement-based model

There is more success in converting more opportunities based on smaller target lists.

  1. Be authentic.

Elevate the sales profession. There is so much technology out there that we have no choice but to go straight and be authentic in our approach and have empathy for our prospects and customers.

Jeff’s Major Takeaway:

Build a testing control. Pick a set of prospects you want to engage with. Start engaging with them on a particular platform. Position your profile in way that you post meaningful and helpful information. Build a relationship with your audience.

Episode Resources:

Connect with Jeff on LinkedIn.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Wayne Herring, Donald Kelly, The Sales Evangelist Podcast, Sales Training

TSE 349: Sales From The Street- “Make It Clear”

Wayne Herring, The Sales Evangelist Podcast, Donald Kelly Today’s episode of Sales from the Street focuses on the importance of clarity when doing your sales. I’m bringing in Wayne Herring to share with you how clarity has become a challenge for him and what he has done to achieve it so he can better his sales performance.

Wayne Herring has a coaching and consulting business where he helps companies build their own salesperson recruiting process to help them transition from being the primary seller to building the team.

Here are the highlights of my conversation with Wayne:

Wayne’s biggest challenge:

Not being clear on who you help and how you help them that resulted to ambiguous conversations and not getting the deals.

Strategies Wayne implemented to improve:

  1. Give enough information that they can clearly and definitively say no
  2. Be clear about who you help, how you help, and what you do.
  3. Explore objections when the prospect is not ready.

Wayne’s Major Takeaway:

Make sure you have clarity on who you serve and run your value proposition past somebody else who is not going to shoot you straight even if they hurt your feelings just a little bit.

Episode Resources:

Connect with Wayne Herring on LinkedIn and visit www.strongersalespeople.com/tse to download a checklist of things you need to think about before you hire your next salesperson.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Cody Lister, Blogging, Content Marketing, The Sales Evangelist

TSE 336: Selling Online Is Easier Than You Think

Cody Lister, Blogging, Content Marketing, The Sales EvangelistIf you think guest blogging has nothing to do with helping you grow your sales, well, don’t overlook it. Today, we have Cody Lister on the show as he shares a whole ton of blogging and content promotion techniques and strategies you can implement to help you grow your business or increase your sales specifically when you’re selling online.

Cody Lister runs a pay-per-click management agency and he also runs his own blog and networks with influencers while getting his guest posts published by top blogs.

Here are the highlights of my conversation with Cody:

Does pay-per-click still exist?

  • More companies are actually getting on it everyday.
  • An effective way to drive leads for your business as long as you know your target audience well
  • Make sure you’re targeting is on point to reach the right people and not waste ad spent.

How to utilize blogging to grow your business:

  1. Set up a foundation for your blog with pillar content or post.

Content or posts should be between 3,000 and 10,000 words long each that revolve around your target audience’s desires, fears, and what keeps them up at night.

  1. Make sure you have a unique position in the market.

Pick one niche that you’re going to focus on. Instead of just sales, make it sales to a specific type of customer within a certain niche.

  1. Start guest blogging.

Posting on other people’s blogs as a guest allows you to build back links and some traffic to your blog.

  1. Continue blogging and promote your content heavily.

Perform content pre-outreach by reaching out to influencers and other bloggers that share similar content as yours. Reach out to them via email. Search through BuzzSumo for similar posts and get Twitter shares and the email addresses of these people. Reach out to them to let them know and give a heads up that you’re about to publish a specific post about a topic they liked in the past. Scrape the commenters of different blog posts that relate to your topic. Get their email addresses and reach out to them as a content pre-outreach to give them a heads up of your upcoming post.

  1. Form a content strategy and build relationships with other bloggers.

Have pillar content in the middle and splinter off pieces of that content or talk in more depth of specific topics that relate to that content so it becomes a spider web.

  1. Seed your content with influencers on referral networks like inbound.org or GrowthHackers.

Once you’ve teamed up with bloggers, you can use one-click email opt-ins to get them to give you more subscribers. Through these tools, you get bloggers to email their list about you or about a link to something that you’re sharing with them. Once they click that link, you automatically get their email addresses.

  1. Build up your email base and funnel subscribers through an email automation sequence.

This allows you to nurture subscribers up to a certain pitch at the end.

  1. Advertise.

You can go on Facebook but if you don’t have experience, don’t just wing it or it will be a waste of time and money. But you can hire someone who does Facebook ads well. Promote lead magnets to build your email subscriptions through Facebook ads. You may also use Twitter ads through lead generation cards to drive new email subscriptions. Or use Outbrain and Taboola to use paid content promotion. Get on podcasts.

  1. Promote content through pre-outreach.

Build up the anticipation for a post you’re about to publish and make your content more epic than your competitor’s content including content upgrades and embedding those inside your post. Once you’ve clicked a link on your post, you can opt-in to your email list.

  1. Optimize your post for SEO.

This may take a while for you to get any return from this. Read blogs like Backlinko and Quick Sprout for advice on SEO optimization. Install the WordPress SEO plugin.

  1. Make sure the questions you’re answering in your posts are very specific.

Make sure it’s one question per post and really hit on the desires, needs, and wants of your audience. Make sure it demonstrates that you understand the language of your audience.

  1. Get good at copywriting.

Avoid using corporate jargons. You should be writing posts that feel like you’re talking directly to someone.

  1. Use giveaways to increase opt-ins to your mailing list.

Focus on your list growth. Learn from Bryan Harris of Videofruit who has great ideas for list building.

  1. Build a list and start getting opt-ins to your blog right off the bat.

Make sure you have a welcome gate on your blog that captures opt-ins. Make sure everything is focused on opt-ins and you have a sales funnel.

Strategies to make your posts more interesting:

  1. Leverage YouTube videos.

Blogs like Social Triggers and Marie Forleo publish a lot of video content that drive a fair amount of traffic.

  1. Infographics

These are effective but expensive. Invest in designers to make infographics for your blog as they tend to lead to more opt-ins and better content quality.

  1. Interactive content

Create many different forms such as an in-post interactive list such as Backlinko (Brian Dean’s blog) where he has SEO tool reviews which you can click and review interactively. Another example is a quiz or assessment by Social Triggers blog that funnel Facebook ad visitors to a sidebar opt-in.

  1. Slider calculators.

These demonstrate the value or investment of what you’re trying to convey to your audience. You can use this on sales pages and regular blog posts.

Tools to make images more captivating:

Canva

Snappa

Cody’s Major Takeaway:

Don’t write off guest blogging because it’s how you’re going to build the high domain authority backlinks for your blog which is essential when starting a blog and for getting your content to rank on Google eventually. It’s a slow process but don’t overlook it. Reach out and get acceptance from other bloggers when they see you’re on authority and you’re published on top blogs.

Episode Resources:

Learn more about Cody via email cody@marketdoc.com or visit his website at www.marketdoc.com and download a free guest blogging guide at www.marketdoc.com/guest-blogging.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

BuzzSumo

inbound.org

GrowthHackers

Outbrain

Taboola

Social Triggers

Marie Forleo blog

Backlinko

Canva

Snappa

Quick Sprout

Videofruit

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Marty Miller, Donald Kelly, The Sales Evangelist Podcast

TSE 325: How To Improve Your Social Media Sales Skills

Marty Miller, Donald Kelly, The Sales Evangelist PodcastHow are you using social media to grow your sales? Are you even using social media to sell? But is it appropriate to sell on social media in the first place? I’m bringing in Marty McDonald as he shares great, meaty insights into using social media as part of your sales process and how it’s done effectively

Marty McDonald is the CEO and co-founder of Bad Rhino, a social media marketing agency. He has been in business for five years. They focus primarily on social media within small and large businesses and everything in between. Their goal is to help your message go further on social media and bring back sales leads and whatever clients need such as leads, email opt-ins, brand recognition, reputation management, etc

Here are the highlights of my conversation with Marty:

The biggest stumbling blocks when getting started with social media:

  1. Dipping your toes in every single social media network and then leaving.
  2. No strategy and just trying to sell, sell, sell on social

Strategies when getting started with social media:

  1. Be social

There is a time and a place to sell on social media but the key word is “social” so be social first.

  1. Educate and entertain.

Educate and entertain a little bit and then the other side will come over time.

  1. Be patient.

It just doesn’t happen overnight.

First steps when getting started with social media:

  1. Establish a little bit of interaction or conversation.

Focus on one social media channel. Put content out there.

  1. Don’t worry about the new person. Galvanize your community.

Get your great customers who have been with you since the very beginning and start getting them involved in online conversation. Get them to help you spread the message. Give a simple little card or sign that hit in their register or write in their email or mailer and invite them to join your conversation online. Have small giveaways or small things appreciative of your current customers.

How soon do you start converting them into potential buyers?

  • You can always be “selling” but you don’t want to come across selling in every single post.
  • Share with them why your product is a touch above or why it’s better than your competitors.
  • Talk about the features and benefits of your product and service.
  • You can interject the sales message all the time. If you have a good marketing strategy, the sales message is built in every single post.
  • Mix things in and not have the same message all the time.
  • Have conversations and get feedback to hear what people are saying.

Strategies in growing traffic:

  • Highly targeted paid advertising
  • You can use ads to grow but if you want to do it massively, you have to do it in pieces.
  • Short videos
  • Looking at your “likes” is a great tool to measure the first piece but you have to get people to a place where they can buy or you can sell them more of your service or product
  • Run ads that go directly to your websites on social media
  • Your strategy has to align where you’re going to best complete you sale.
  • Pick one mode of transportation. Ride that thing and get really good at it.

Things to consider when thinking social:

  • People are looking for information and the best way to hit them is through the networks they’re hanging out on.
  • Always keep in mind there’s another person looking at the other side of this.
  • Have your content focused on that person, solving their problems.
  • Make sure you message is coordinated and focused to elicit the right response.
  • Even if you’re selling B2B, ultimately, you’re selling to a person who has to make a decision. Help them  make that decision faster and easier by giving them the right pieces to eliminate their pain points in their job.
  • Give enough time to pull out things.
  • Create offerings based on what people want. Convey your message in their own language. That’s what how they want to be sold. It’s what they need and want.

Marty’s Major Takeaway:

Keep in mind that social media is social first and foremost then go from there.

Episode Resources:

Get to know more about Marty on badrhinoinc.com or send him an email at marty@badrhinoinc.com.

Connect with Marty on LinkedIn and Twitter @martymjm.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Adam and Michelle Carey, The Sales Evangelist, Donald Kelly, Best Sales Podcast

TSE 296: Don’t Be “That Guy” In Network Marketing

Adam and Michelle Carey, The Sales Evangelist, Donald Kelly, Best Sales PodcastAs human beings, we are born to be communal. We are social. And it’s human nature that we want to be recognized. This is what we’re going to talk about today as husband-and-wife team Adam and Michelle Carey talk about the power of human connection – giving your customer that “human element.” It’s having that connection with your client.

Adam and Michelle have been in the network marketing space for more than 8 years now and recently they’ve expanded their business to a training platform. They also published the book Don’t Be “That Guy” in Network Marketing, which is a good read when it comes to learning strategies in connecting and building relationships with your prospects and customers.

Here are the highlights of my conversation with Adam and Michelle:

Dealing with the negative reputation of network marketing

  • Change the reputation.
  • Change the culture.
  • Change the way you act.

Biggest mistakes people make in sales:

  1. The lack listener and the motor mouth

Listen and don’t over-complicate things by overwhelming your client with all facts and information. Learn to ask good questions and find out their hot button

  1. Social media spammer

People on social media don’t want to be pitched. They want to be entertained, be inspired, and have a good time. Peak curiosity and do not raise resistance.

  1. The long-winded writer

Keep your emails short. People’s attentions spans are shorter. Keep your emails up to 3 sentences with a link so they will read it.

Best strategies when using social media in network marketing:

  1. Show the fun things you’re doing.

You don’t have to add the whole commercial to images you post. Raise curiosity to the point that they will come to you and ask questions.

  1. Take 4-5 things you’re passionate about and rotate them.
  2. Take the lead offline as soon as possible.

Try to get on the phone with them or meet with them. Get away from the computer and don’t do the whole transaction behind the computer. Human element is vital.

Benefits of online communities:

  • Allows you to tailor your message to the group
  • Fostering discussion and learning
  • Keeps your fire burning

Strategies in creating online communities:

  • Be transparent in sharing your struggles. People learn more from the things you do wrong.
  • Don’t pretend to have all the answers. Let people know so they can identify with you.
  • Recognize people. Lift people up and highlight people to get them to be more involved with the group. Recognize effort and success.

Ways to motivate your team:

  1. Find out what they want and what they’re passionate about.

Dig down to find out their why. Be transparent and tell stories to get them to open up.

  1. Set proper expectations.

You can only provide the tools to be successful but they have to make themselves successful.

  1. Find motivated people.

Find people who are already motivated and encourage them. Pull the gold that’s already out and just polish it up a little bit .

  1. Uncover the burning vision they once had.

Help people think about their vision in life. Let them know it’s their chance to go get it. Get people to wake up right now.

Adam & Michelle’s Takeaways from Their Book:

  1. Honor other people.

Do things that still honor relationships. Learn to have integrity and be honoring to others.

  1. Have fun and fail forward.

Give yourself permission to fail. Don’t take yourself seriously. Do everything with excellence but give yourself permission to fail. Learn from those failures. Make the tweaks. Get the coaching. Use all this as part of your story.

Episode Resources:

Network Marketing, Donald Kelly, The Sales Evangelist

Don’t Be “That Guy” in Network Marketing

Connect with Adam and Michelle on www.adamandmichellecarey.com

Jared Easley and Kimanzi Constable’s book Stop Chasing Influencers

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Prospecting, Business Development, James Carbary, Donald Kelly, Huffington Post, Sweet Fish

TSE 288: How to Guarantee 52 New Relationships with Your Ideal B2B Prospects (Every Single Year)

Prospecting, Business Development, James Carbary, Donald Kelly, Huffington Post, Sweet Fish Don’t underestimate the power of podcast because it changes the game in the way we see sales traditionally. It’s a game changer because YOU become the authority.

Today, we have James Carbary on the show where he demonstrates 6 crucial elements that can help you create 52 new relationships with your ideal B2B clients in the next year and that can help you get connected with your prospects.

James is the founder of Sweet Fish Media where they produce niche B2B podcasts for their clients which they can use for business development. He also co-hosts the podcast B2B Growth and another recently launched podcast called Conference Notes. B2B Growth is for founders and sales executives where they talk with them about how to achieve explosive growth. Conference Notes features interviews with conference hosts about the key takeaways from some of the best business conferences in the world.

Learn how James dramatically increased his response rates from 12.5% to 80% by simply shifting from cold emails to bringing prospective clients as podcast guests.

Here are the highlights of my conversation with James:

6 Elements in Successfully Using a Podcast for Business Development

  1. Naming your show properly.

Name your show by industry or by role of the person you’re trying to serve. Think through who your ideal clients are. Try to go industry-wide. It has to be attractive enough to your clients for them to listen and to be able to position your ideal clients to be expert guests on your show.

  1. Finding and contacting potential guests for your show.

Be careful in sending cold emails. Keep it as short as possible. Include your link so they can easily go to your website. Have a killer email signature like your name,Twitter profile, LinkedIn profile, and your website. Be very intentional on the front end.

Follow up until you have an interview on the calendar. Follow up, follow up, follow up. Follow up until they are on the calendar even if you already got an initial yes.

Tools you can use for follow up:

followup.cc

followupthen.com

  1. Choosing the topic.

60% of B2B marketers say that the engaging content their buyers want is really hard for them to come up with. Let your guests choose your topic based on their background and experience. Provide a breakdown of your type of audience. This will help you know what they care about so you have a better grasp of your ideal client.

  1. Basic podcasting equipment and podcast production
  1. Re-purposing and promoting your podcast

A lot of podcasts are not getting nearly the mileage out of their show because they fail to repurpose it into different forms like blog posts which you can share on different sites and social media platforms. You can also repurpose them through Anchor app – first real public radio where you can share 2-min audio clips or Periscope.

Tools you can use:

SocialOomph – promotional tool where you can queue your tweets

Edgar – social media management tool

  1. Nurturing the relationship with your guest

This is the most important since the point of doing your podcast for business development purposes is because you want to connect with your guests. Don’t end the conversation as soon as the interview ends. Make a follow up with each of your guests that come on your show and ask them if they want to work with you in a business context. Then send an email that initiates the sales conversation. No longer a cold email. 😉

 

James’ Major Takeaway:

You have to nurture the relationship that you form with your guests because that’s the biggest point of doing the podcast.

Connect with James on Twitter @jamescarbary twitter or send him an email at james@sweetfishmedia.com.

 

Episode Resources:

Sweet Fish Media

B2B Growth

Conference Notes podcast

Followup.cc

Followupthen.com

Audacity

GarageBand

LibSyn

Anchor app

Periscope

SocialOomph

Edgar

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Dennis Brown, The Sales Evangelist, Sales Podcast, Social Selling

TSE 285: LinkedIn Strategies For Success

Dennis Brown, The Sales Evangelist, Sales Podcast, Social Selling One of the most common mistakes salespeople make on LinkedIn is they use it as their resume. Another big mistake is they use it to somewhat “cold call” people, sending generic connection requests immediately without initially following the right process. That’s why I invited Dennis Brown on the show today to show how you can fully maximize your LinkedIn presence to help you generate leads and sales through following a system that has been proven to work.

Being an entrepreneur for over 20 years, Dennis has a LinkedIn consulting and training business where he teaches his LinkedIn Marketing System to business owners, which is the same system he uses to generate over $20 million in new business in just 6 years.

Here are the highlights of my conversation with Dennis:

Typical hiccups for people when starting to use LinkedIn to sell:

  • Fear of the unknown
  • Fear of making a mistake
  • Intimidation by some high level influencers
  • Lack of direction

Strategies to Social Selling:

  1. Transitioning from a hunter to a farmer mentality

Be patient. Nurture opportunities. Nurture relationships earlier. Opportunities start when you identify a target not after they show need or want for your product. Do not lead with your pitch which is one of the biggest mistakes many salespeople or entrepreneurs make.

  1. Having a system

Start with a process very early on. Dennis’ LinkedIn Marketing System incorporates social selling and LinkedIn marketing techniques and tactics as well as a simple, basic tracking system through a Google doc template tracking piece.

Dennis wrote a book which you could access for free called The 7 Habits of Highly Successful LinkedIn Users. Simply go to LinkedAcademy.com.

Cold-calling versus the farmer approach:

You get 10x the results with the social selling approach versus cold calling. That means, you turn 2-3 phone calls into 20-30 of those phone calls.

  1. Quality over quantity

It’s not about how many sales you have, it’s about how many conversations with your target audience you can have through email or phone. Focus on these types of dialogues. Build relationships with people than just dialing the phone.

Effective LinkedIn Tactics:

  1. Optimize your profile.

It shouldn’t look like a resume. LinkedIn is not a resume. It’s more of a reputation management tool. It’s a branding tool, a positioning tool. And you have to optimize your profile to do that.

  1. Have a very clear target audience.

People spend 90% of their time with people who can’t even be their customers. The great thing about LinkedIn, as well as other social media platforms, is that you can get very granular. There are so many ways you can target people on LinkedIn by:

  • Industry
  • Title
  • Skills
  • Geography
  • Company size

Be very specific. Define exactly who your target audience is.

Targeting CFO’s? That’s too broad. Be specific. It’s better to have a thousands results than a million generic results. Less is more.

  1. Have a basic understanding of how to find them.

Connect with them at some point. Engage with them in some dialogue or have a customer connection request (like what Dennis did when he reached out to me!)

  1. Make a follow up.

Go to their LinkedIn profile and see if they published any content. Read it, review it, like it, share it. Do something. Mention them in an update. Share their content. Use other social media platforms. Make yourself visible to them. If you do this, you’re going to be on their radar.

If they don’t respond to you in a week, then withdraw that request. Wait a day or two and send another connection request with a slightly customized invitation. Keep engaging them through other platforms until they engage. Be persistent especially with your high-value targets.

Connect with Dennis on LinkedIn and Twitter @askdennisbrown.

Episode Resources:

Check out LinkedAcademy.com and get Dennis Brown’s book The 7 Habits of Highly Successful LinkedIn Users for free.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales Evangelist

TSE 283: Meet My Friend Edgar

Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales EvangelistWe know it’s important to create great content, but what is the point of creating great content if no one can see it? Well, that problem is solved with a great tool called “Meet Edgar”. Today I have the opportunity of speaking with the founder, Laura Roeder.

Laura began her entrepreneurial journey at the age of 22, when she quit a design job and decided to launch her first business. Since then, she founded B-School with Marie Forleo, has run successful courses of her own like Creating Fame, and was named a Top 100 Entrepreneur in America Under 30.

During our interview we had some great takeaways. Here are a few:

  • You won’t sell on Twitter or other social selling platforms. It’s a place for you to build relationships and then you can sell to them on your website or offline.
  • Don’t worry about cycling the same information over and over again because the same people won’t see the same post over and over again.
  • Edgar is awesome to connect with Twitter, LinkedIn and Facebook
  • Sales professionals should use social means to offer personal branding and establishing themselves as valuable thought leaders.
  • Do social media in a way that makes sense for you and your business.
  • A great way to share value is to utilize automated tools like Meet Edgar.

To stay in touch with Laura and meet Edgar by going to http://meetedgar.com/.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Donald Kelly, The Sales Evangelist Podcast, Chet Holmes, Prospecting

TSE 282: Your 100 Most Ideal Customers

Donald Kelly, The Sales Evangelist Podcast, Chet Holmes, Prospecting As a sales representative one of your key roles is to sell. I know that sounds very obvious, but I promise there is a point to all of this. I just want to make sure you all understand the premise and outcome of this episode, which simply put is to improve your selling. The problems that we find is that sometimes we feel trapped by legacy methods that may not be the most effective means of “selling”. In this episode, I will share a concept I learned in the book ,”The Ultimate Selling Machine” by the late Chet Holmes.

The concept is to focus on less. As sellers, we tend to have a BIG LIST of potential buyers we want to purchase our products or services. Or we may see the vast ocean of possible prospects available on the internet through social selling means. Sure this sounds great, but I feel that to have this wide range or this BIG LIST, makes us sloppy. It becomes a numbers game as opposed to an art of finding ideal customers and establishing value.

Instead, we are focused on getting a warm blooded contact and then as soon as one person says “We’re not interested” the potential opportunity is gone. Many times those who say they are not interested, don’t know anything about you. The key is to hyper focus and seek to offer value. Chet calls this the dream 100. Get a list of 100 of your ideal customers. Yes, this requires research and that’s work. It’s better to have 100 ideal customers than a list of 500 random companies that don’t exactly fit. With the dream 100 you can execute specific campaigns to grab their attention, establish value and turn over every stone of possibility.

When you have fewer to focus on, the quality of the conversation and the focus of your prospecting changes drastically. You can then build more relationships inside the prospects company and learn new unique ways to meet the key decision makers. Yes, I know this is not rocket science, but you’ll be amazed how many sellers are just getting a list and blowing through them and blazing over potential opportunities. If you implement this concept, I guarantee you will see a significant shift in the opportunities and the business you start closing.

Here is what you need to do:

  1. Develop a buyer persona of your ideal customer
  2. Utilize social media (especially LinkedIn) and get a list of your ideal customers
  3. Focus on targeted campaigns (maybe send an email, connect on social media, phone, snail mail, etc)
  4. Be diligent and turn over every potential opportunity in that company before you move on.

I learned more about this concept from Chet, check out his book here or listen to it via Audible. As you hear in the episode, this concept has helped me a ton and I know it will help you fulfill your responsibility to sell. As always, remember to go out and do BIG THINGS!

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Social Selling, Donald Kelly, The Sales Evangelist Podcast

TSE 249: How To Use Your Time Wisely While Social Selling

Social Selling, Donald Kelly, The Sales Evangelist PodcastI read a recent article stating that only about 31% of salespeople are incorporating social media into their sales cycle. Okay, that’s just crazy unbelievable. I mean you practically have everything at the tips of your fingertips now. You’re crazy if you’re not taking advantage of it.

Although it’s understandable since you probably don’t know how to actually use social media for selling or that you end up wasting your time not really getting anything out of it. Either way, you have to understand the power of social selling.

Once you’re able to really tap into it and use it the right way, you’d be surprised how much it can help enhance your selling and bring building relationships to a whole new level. It’s a matter of having the right strategies in place.

Strategies to Get Started with Social Selling:

  1. Make sure you have your ideal customer or avatar.

Find out who your ideal customer is. You have to know who you’re going to go after otherwise it’s pointless to go around online.

  1. Find the key contacts.

Identify the decision-makers and look for them on social media. Make a list for each week considering a certain number of prospects that you want to focus on and set aside a certain amount of time for finding them.

  1. Get their attention.

The best way to get someone’s attention is to promote something they’re all about. See if there is any content that they’ve written (article or blog post). Comment on the blog post and mention something about the article. Go on Twitter and connect with them. Tweet it and tag them in it and say something cool.

Here’s what I learned from Jack during an interview with him on TSE 201: Create an image that you can put with the article.

Go to LinkedIn and when you send a request, say something about the fact that you connected on Twitter and you loved the article. Mention their content. Your LinkedIn profile should be more than just a resume. It should also be engaging. Tell stories and offer benefits to your prospects.

  1. Offer value.

Look for opportunities to share value with the individual. Is there something your company has that has helped other marketing directors? Offer a video series, podcast, or whatever you can offer so you can build a relationship.

  1. Set aside time for social selling.

If you have 2 hours per day for social selling, then spend your time and focus on social selling. Budget your time effectively to see the results.

Episode Resources:

Listen to this interview with Gabe Villamizar on Social Selling TSE 207: The Four Pillars to Social Selling Success

Here’s another interview discussing Social Selling with Jack Kosakowski on TSE 201: How the Collision of Marketing & Sales Creates Revenue in the New World of Social Selling

Check out Kristina Jaramillo’s interview on TSE 231 – Learn to Use LinkedIn and Sell More

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Donald Kelly, The Sales Evangelist, Hustlers, Following Up

TSE 235: Any Suggestions How I Can Do More Genuine Follow Ups?

Donald Kelly, The Sales Evangelist, Hustlers, Following UpWhat are some great ways in which you can stay in touch and top of mind with your clients and prospects?

  1. Give value.

Send an article, blog post, or something related to that person’s interest or need. Something that benefits them or their business. Consider offering an audio such as a podcast like TSE or many others. Look for specific episodes which your clients would benefit from. Or consider sending a video you think might be helpful. 

  1. Connect with them on multiple platforms.

Don’t simply say “hi!” Reach out to them and comment on the things they share. Being genuine is critical. Then re-share your article and connect with them on Twitter, for instance. Tweet an article and then tag them into the tweet. Again, you’re offering value. Also, mention anything that their company has done which is note-worthy in recent months.

  1. Write a review for their company.

Go to their company’s website and write a positive review for them if you’ve experienced their product or service. Then share the review via social media.

  1. Make use of Twitter list.

Using a Twitter list or an Excel sheet to track those you would like to connect with. Bottom line  – make sure you bring value to your clients. And at the very least, showing your clients that you are genuine is of paramount importance.

Get a free audiobook download and 30-day free trial at www.audibletrial.com/tse with over 180,000 titles to choose from.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

TSE 233: Sales From The Street- “Selling In A Down Market”

TSE 233: Sales From The Street- "Selling In A Down Market"Today’s episode on Sales from the Street features Scotty Weeks who is backed by a 25-year experience in the machine solutions industry. Scotty is a supplier for tier one machinery to the manufacturing community.

A manufacturing engineer by profession, Scotty’s daughter also got into the business by selling tools. His daughter always asked her dad for advice until she finally persuaded him to get out there and become the industry expert and go-to guy that he is. And so he did… and they actually make a good team by sharing insights with each other.

In this episode, learn how to get sales without actually asking for it, the power of reading good books for personal development, and how the benefits of social selling can improve your sales.

Here are the highlights of my conversation with Scotty:Scotty Weeks

Training advice Scotty got early on in his career:

  • Scotty’s coworker and friend got him into reading the books of some of the great legends such as Og Mandino, Napoleon Hill, and Earl Nightingale.
  • Arthur Miller’s Broadway play, The Practice, showcases some insights into a day in the life of a salesman.

How to get partners without asking for the sale:

  1. Bring value to your customers.

Be it with helping them find new leads or becoming a business developer for your partners. Find out what you can do to get them to the point of buying something in the future.

  1. Find out how you can change the business to make them more profitable and more competitive.
  1. Help them find solutions.

Asking for a sale very early on in the sales process is very counterproductive.

  1. Go in as an industry expert.

This gives you an opportunity to engage in the conversations which open up doors early on in the process.

How to funnel your customers down so they’d ask:

Find out what they’re not doing and ask the right questions. Are you not getting anything? What can you change differently in your business? Instead of leading them with, lead them to.

The benefits of social selling:

  1. It gives you the opportunity to engage customers that aren’t necessarily part of your sale.

Be very deliberate in your communications so it’s not misunderstood and it’s not misleading.

  1. It allows you to hone your skills and practice your script.

Then apply what you’re doing to your face-to-face conversations.

  1. The two-pronged approach

Facebook is more of the end users, not the buyers. This gives you the opportunity to engage them and allow them to be your inside advocate. LinkedIn is more of the professional approach. What you will find are the decision-makers, the buyers, and the CEOs.

Scotty’s Major Takeaway:

Develop yourself first. Understand yourself as an individual, not who you think you are but who you really are. Understand your product. Develop your character and be there for the customer.

Connect with Scotty on Facebook or email him at scottyweeks.la@gmail.com.

Get Your Free Audio Book and 30 Days Free Trial

www.aubibltrial.com/tse  (This is an affliate)

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LinkedIn Selling, SalesPeople, Prospecting, Donald Kelly, Kristina Jaramillo

TSE 231: Learn To Use LinkedIn & Sell More!

LinkedIn Selling, SalesPeople, Prospecting, Donald Kelly, Kristina JaramilloSince a lot of people are now setting goals for 2016, I’d like to know if one of them is sharpening your tools in social selling?

Many people may have been in sales for say 10, 15, or 25 years, but social selling is still something that they’re not very comfortable with. And while many salespeople may have their own LinkedIn or other social media accounts, not everyone is really able to fully utilize these tools to help them generate leads, build relationships, and ultimately generate sales. Worse, people think that LinkedIn is just a numbers game. But it’s not.

How can you use LinkedIn to generate more referrals, grow business, and be more effective in social selling?

Today’s guest is LinkedIn marketing expert Kristina Jaramillo and she brings valuable information to the table today as she shares some of her insights to help fast-track your success through social selling, get to the right people, generate more referrals, and determine primary metrics to really look into when measuring success in social media – all necessary to help equip you in reaching your goals for 2016!

Here are the highlights of my conversation with Kristina:

Reasons people and professionals are not generating sales on LinkedIn:

  • Not using or utilizing it correctly
  • Not understanding that social media is used for prospecting, nurturing, and relationship building
  • People go for the sales call right away

Strategies for Maximizing Your LinkedIn Profile:

  1. Use your profile to pitch yourself.

Don’t use your profile as a resume or a cover letter. It has to be a sales or marketing tool that you can use to pitch yourself to prospects.

  1. Give your full business value.

Communicate what kind of value your company can offer in order to make a connection. Say exactly what you offer them, why they should learn more about you, why maybe they should take the next meeting with you and your team.

  1. Understand your buyer to be able to give an upfront value.

Demonstrate that you understand the buyer’s specific business issues, challenges and clearly articulate how you’re going to solve them, how you’re going to help them get over that hurdle, and share insights they haven’t considered before.

Mistake that people and professionals are making on LinkedIn:

  • Using the wrong social metrics

So what primary metrics should you use in measuring success in social media?

  1. Next step actions on the click, like and share

What are people doing after they’ve liked your content or article? Are they signing up for something? Are they learning more about your company or you?

  1. Marketing qualified sales opportunities

Are these people ready to be spoken to? Can they take a call from you and not waste your time?

  1. Measuring revenue generated from social media

¾ of the people have connections but no leads or have some but are not consistent.

What is a sales hunter?

They’re after a quick sale or revenue opportunity. They make a connection with someone and if the person doesn’t bite, they move on to the next. It’s more of a numbers game for them.

Reality is…

B2B buyers on LinkedIn are not there to be sold. They want a relationship that is based on value, trust, and information. What you need to become is a fisherman.

How do you become a fisherman?

  • Create thought provoking discussions and content that is going to challenge and approach an idea in your industry to shake it up a little
  • Use that content as the bait, grab the prospects with that, and wait until they bite.
  • Approach LinkedIn as a relationship nurturing and building platform. How can you enhance the relationship so you can move forward?

What kind of content should you use?

  • Take the challenger’s point of view by bringing the problem to their attention
  • Use white paper in conjunction with other content.

On using LinkedIn groups:

  • Think about how your buyer thinks and those are the kinds of groups you want to be in.
  • Be the person they want to reach out to when they have a problem

How do B2B buyers want to be sold on LinkedIn?

  • LinkedIn is more of an educational platform. People are using it to educate themselves.
  • Educate your buyers first.
  • Build that trust and relationship up then you can invite them for one-on-one calls

More strategies to effectively utilize your LinkedIn account:

  • Know your buyer’s persona. Touch upon their pain points and what makes them tick.
  • Focus on quality connections, not quantity.
  • Focus your time and energy on decision-makers.
  • Focus on upfront value.
  • Align every action you take with revenue goals.
  • Have a thought process of how you’re going to turn the connection into a client.
  • Consider how you differentiate from the rest, on the discussion you’re creating, and how you’re moving from the discussions to your blog, and to learning more about your company
  • Integrate LinkedIn into your everyday sales activities and programs
  • Comment on people’s post and share and better strategize on how to reach out to that connection.
  • Give referrals to gain more referrals.

Connect with Kristina on LinkedIn.

Episode Resources:

Check out Bob Burg’s book, The Go-Giver

Check out Audible and get a 30-day free trial by visiting www.audibletrial.com/tse

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Don Silver, Donald Kelly, The Sales Evangelist Podcast, Boardroom Communications

TSE 228: Fundamental Public Relations Principles That Will Boost Your Sales

Donald Kelly, Don Silver, Public Relations

From sales & marketing to PR, from traditional PR to social media and online presence, this guy absolutely knows what he’s talking about. And he certainly knows how to walk the talk more importantly.

Our awesome guest today is Don Silver, the Chief Operating Officer of Boardroom Communications, a statewide Florida-based public relations and marketing company. Having a 17-year sales & marketing career with large companies and having taken down some of their very big competitors to become a national sales manager of a $70-million company in Maine, Don eventually made a big leap from rocking the sales & marketing space to joining his sister, Julie, to develop a PR firm in Florida which his sister initially started.

Today, the company prides on a 25-year experience with 25 years worth of relationships. Many times, they are hired for relationships with the traditional media and online as well as for the industry and community outreaches in those markets. They are here to connect their clients with their target audiences and help them build those relationships.

Here are the highlights of my conversation with Don:

The similarities of PR and sales & marketing:

  • Relationship-driven
  • Target marketing and finding answers
  • Communicating one’s messaging and branding across various channels
  • Customer engagement

Best practices in customer engagement:

  1. Industry relations

Immerse yourself in the client’s industry or their target market’s industries. Become a player and a respected source for information. Get to know people you’re targeting.

  1. Community outreach

Find the causes you really care about and identify the organizations you want to be associated with. This includes sponsorship and events.

  1. Have a goal to make one new relationship (not 22, but 1)

Avoid the “pinball” approach. Make a relationship from a social event or social media and then take that offline. Having a coffee with them makes your customers more relaxed.

  1. Shut up a little bit and LISTEN.

Listen, listen, listen.

  1. Find a reason to follow up.

What are the keys that you’re going to leave with your customer?

  1. Remember, “Givers get.”

Determine what your relationships are and where you can benefit as an individual as well as other members of your circle of business friends.

Principles you can apply to build relationships with your clients:

  • Weekly meetings with educational sessions and guest speakers
  • Developing relationships across the community
  • Community outreach (Get out there!)
  • Client development
  • Find solutions and bring value to your clients (ex. 1-minute videos and larger corporate videos)
  • Focus on what’s most important to your clients.
  • Finding that “one thing” that is important to your clients. It’s different for different kinds of clients. And sometimes, those need change.

What BoardroomPR offers to clients:

  • Traditional PR (print, TV, & radio)
  • Online presence
  • Crisis management
  • Web development and management
  • Marketing and branding
  • SEO management
  • e-newsletters
  • Social media management

Challenges they’ve seen in their industry:  

The real estate market downturn in Florida in 2007

How they managed to bounce back:

Found other areas to really focus on:

  • Professional services (law firms, accounting firms, etc.)
  • Retail
  • Healthcare
  • Luxury condos (when the real estate market started to turn back)

Having a team in place and partnering with industry experts and specialists.

Don’s Major Takeaways:

  1. Give in to get. Get out there. And expand your contact list. Make a sincere effort to meet and get to know new people.
  2. Be an avid reader of traditional media. Listen to great podcasts like TSE. Always be learning and never think you know it all because you don’t. Read newspapers and be a specialist in your own industry in order to develop a reputation for being a go-to expert in your own industry.
  3. Don’t forget your competition. Be friendly and develop relationships with them because they might become some of your best referral sources as they’ve been for Don.

Connect with Don Silver through email at donsil@boardroompr.com or call him at 954-370-8999.

Episode resources:

Boardroom PR

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Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales Podcast

TSE 216: Learn How Small Businesses Can Gain More Sales Leads Using Social Media

Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales PodcastHow much of social media presence are you using to increase your lead generation? If you’re still struggling to convert leads, much less capture their email, then you better listen to this episode.

Today’s guest is social media queen, Corinna Essa. Starting out as an informational marketer, she sells informational web courses. Realizing the need for implementing social media strategies, she and her husband finally created Social Media Worldwide, a social media marketing agency where they help businesses leverage the power of social media minus the legwork through outsourcing social media management, marketing, and lead generation.

Here are the highlights of my conversation with Corinna:

Strategies for making profits from being on social media:

  1. Remain educated and updated.

Social media changes all the time. Subscribe to newsletters.

  1. Keep testing different things.

What works for one business might not necessarily work for another business. If you can’t be consistent in doing something, delegate it to someone else who can do it consistently.

How to find the best social media platform:

  • B2B companies benefit more for being on LinkedIn or Twitter
  • Study the demographics of each social media platform to check out which audience matches your audience

Strategies for lead generation through social media:

  • Do not sell traffic directly to a sales page.
  • Generate leads through free industry reports (giveaways, free consultation, free demos)
  • Always give away free things.
  • Enable social sharing on your free report.

Tips for making great free reports:

  • It should be easily digestible.
  • 4-5 paged report of 1-page cheat sheet
  • It should be easy to read.
  • Present basic, step-by-step systems
  • Don’t over-complicate things by using jargon.
  • Put call-to-actions in the free giveaway not just at the end but even within the content

When to call or email leads:

  • Conversion rate is high when you call immediately after the lead gives out their contact information.
  • Calling or sending an email depends on the business.
  • Some people don’t like to be called which can lower your conversion rate.

3 biggest mistakes people make with using social media for lead generation:

  1. Inconsistency
  2. Lack of strategic planning
  3. Delegating social media to the wrong people

How to gain more followers/fans and convert them into leads:

  • Give free giveaways.
  • Combine advertising with quality, UNIQUE content (not curated)
  • Hit the 1,000-mark of fans and followers. Once you reach around a thousand followers then you can benefit from organic growth.

Strategies for business owners to grow their business through social media:

  • Create a blog and update it once a week.
  • Redirect traffic to their blog using social networks.
  • Create unique content with videos and blogs.
  • Use social networks to advertise and promote the videos on the blogs.
  • Put calls-to-actions regularly on a blog post.

Get in touch with Corinna on Facebook or Twitter @SMWOnline or visit their website www.socialmediaworldwide.com.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Social Selling, Gabe, Donald Kelly, HireVue, Embed Social Selling

TSE 207: The Four Pillars To Social Selling Success!

Social Selling, Gabe, Donald Kelly, HireVue, Embed Social Selling Did you know that…

90% of buyers ignore cold calling outreach?

55% of decisions have been made before someone has spoken to a seller from an organization?

So… what do you think has to be done to effectively reach your customer that will eventually convert it into sales? Well folks, this is where Social Selling comes into play. And we have the right guy for that in this episode.

Gabe Villamizar is the Director of Social Selling at HireVue, a video technology company engaged in the HR & recruiting space and now tapping into the vertical selling space using the same technology for self-coaching and self-training.

Gabe coaches his company’s inside sales on how to utilize social media, specifically LinkedIn and Twitter, to generate the pipeline to identify their buyers and enable them to listen, engage, and close the buyers online.

Here are the highlights of my conversation with Gabe:

What is Social Selling?

  • Generating pipelines through your own social media networks
  • Building relationships through those networks
  • Educating your buyer through social media so you become a thought leader
  • Using social media to influence the buyer, identify the buyer, and close deals

Social Selling Strategies You Can Apply:

  1. Optimization
  • Be where your buyer is.
  • Optimize your social selling/social media profile with the right keyword and credibility triggers.
  1. Listening for keywords
  • Listen for specific keywords that your buyer says.
  • Who does your buyer follow or engage with?
  • What hashtags do they use?
  • What companies do they follow?
  • What kind of content do they share?
  1. Engagement
  • Do a 3 x 3 research. (Finding 3 common things between you and the buyer in 3 mins.)
  • Follow them on Twitter.
  • Engage on Twitter or LinkedIn
  1. Create your message and go in for the kill.
  • Identify their pain points.
  • Engage if it’s the appropriate opportunity.

Other strategies you can apply:

  • Have management involved in it.

Higher management must understand the value of social selling.

  • Integrate social selling with traditional prospecting.

Test to see your percentages for social selling and traditional prospecting

Content Strategies You Can Apply:

  1. Have a content-sharing library.
  • This enables sales reps to identify which stage of the funnel the buyer is at and tailor the content to each specific stage.
  1. Sales and marketing content must be aligned with each other.
  2. Develop a content sales funnel.
  • Social selling content needs to educate the buyer and NOT sell the buyer. The buyer will come to you when they’re ready to buy.

How to Create Your Own Content:

www.medium.com

LinkedIn publishing platform (they also do the marketing for you)

Gabe’s Major Takeaway:

Your LinkedIn profile is not just your resume, but your online reputation. Regardless of what social media platform you use, don’t think of it as your identity. It’s really who you are online.

Current projects Gabe is working on:

  • Check out HireVue’s technology that analyzes body language and voice through video
  • Learn more about Gabe’s social selling course www.embedsocialselling.com (first module is for free!)

Connect with Gabe Villamizar on LinkedIn and Twitter @gabevillamizar

Episode Resources:

HireVue

Salesforce.com

Embed Social Selling, Gabe Villamizar, The Sales Evangelist Podcast

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Social Selling, Jack Kosakowski, The Sales Evangelist, Donald Kelly

TSE 201: How The Collision Of Marketing & Sales Creates Revenue In The New World Of Social Selling

Social Selling, Jack Kosakowski, The Sales Evangelist, Donald Kelly  Are you doing social selling? Are you confused on how to do it properly? Well, this episode with Jack Kosakowski will teach you how you can become a social seller.

Jack is a Regional Sales Manager for Act-On Software. He is the Social Selling “e-BRANDgelist.” Jack is also a social sales advisor for Chillpuck.com. He is a motivated social marketer looking to help people drive revenue.

How do you get from social to revenue?

  • Start the conversation on Twitter and then connect with them on LinkedIn to further expand the sales opportunity.
  • With social selling, you have to develop a full strategy. Each company is different, so they develop and focus on the channels/means that make sense for their business.
  • One of the first things we must do as we go out and social sell is to give TONS of value first. Many times, as salespeople, we want to GET so we don’t think about giving. Give first and then you will get.
  • Warm call- set up a strategy to do a warm call and tag the person online when you share something they produce. For someone who writes, they appreciate the fact when someone else enjoyed their content and in no time they will notice you. Then, when you call, it will be a warm call and that will be more effective for you.
  • Many salespeople say they “don’t have time to so social selling”. The best way to do this is to set apart time to do social selling activities.
  • Learn the fundamentals of selling and then seek to set yourself apart by gaining a competitive edge.
  • Be FOCUSED as a salesperson on who you want to go after.
  • Look for content that is HOT off the press and that will help you become a source.
  • Seek to become a trusted adviser and then add value to those you sell to.
  • Salespeople need to be motivated from the inside to be successful.

How can I get started with social selling?

  1. Keep it simple and shift your mindset
  2. Seek to find out who and how you can help today
  3. Next, seek to find ways that you can add value to your message
  4. Find your target buyers. Find out when they produce content online, seek the opportunity to comment and share their stuff.

How to stay in contact with Jack:

Twitter 

Check out Jack’s Website. 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Sales Script, Donald Kelly, The Sales Evangelist

TSE 182: Should I Use A Sales Script or Not? Part 2

 

Sales Script, Donald Kelly, The Sales EvangelistFirst off, here are a few steps to get you started:

  1. Get your team together.
  2. Identify who your ideal customers are.
  3. Determine the goal of the meetings you have with them.
  4. Figure out if the people you’re calling are a “fit.”

When you’re creating the script:

  1. Identify yourself.
  2. Show that you respect their time by asking if it’s a good time to chat.
  3. Explain what you’re calling about.
  • Your purpose comes in here and it must be powerful!
  • Understand what is keeping them awake or frustrated.
  • What’s the main objective of their role?
  • Chat about their pain or challenge that you can bring value to.
  1. Try to “disqualify” in learning about their specific challenge
  2. Schedule a specific time for you to sit down and chat more. Send a Calendar Invite.
  3. Find out if there’s anyone else that needs to be a part of the meeting. Be more proactive and send them the Calendar Invite as well.
  4. Offer value that initially speaks to that specific pain (ex. podcast episode, white paper, etc.) before you sit down and meet with them.

Benefits of using a sales script:

  • Builds a stronger relationship
  • Forges a greater bond
  • You’ll be top notch!

Change your script:

  • Take a script and mold it.
  • Tweak it and use it the best way possible.
  • Change things around as needed.

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LinkedIn Headline, The Sales Evangelist Podcast, Donald Kelly

TSE Blog 002: How To Write A Great LinkedIn Headline

LinkedIn Headline, The Sales Evangelist Podcast, Donald Kelly Now, when it comes to LinkedIn, there is no silver bullet that is going to make you stand out and gain tons of new leads and tons of new business opportunities with people flocking to you. However, what I’ve come to realize with LinkedIn is that there’s a lot of little things that you can do to be effective and it takes a bunch of these pieces to be put together to make you eventually stand out and to follow proper procedure.

One of the things that’s often overlooked with LinkedIn profiles is very simple. It’s the headline. This is a thing right underneath your name on LinkedIn. Most times, I see crazy, boring, stupid things like marketing developer, sales professional, Vice President, or CEO. Obviously, you do a lot more than just that. Think about that. What’s going to jump out to folks?

In two simple steps, I’ll tell you what you need to do to make sure your LinkedIn header stands out in the crowd.

Step One: Think About Your Audience 

First, think about your ideal customer. So many times when we create a LinkedIn or any type of profile, we get selfish. We start thinking about ourselves. Well, news flash! The LinkedIn profile is not necessarily about you per se, it’s about the individuals that are going to come on looking for you. So whether that’s an employer, your prospect, potential vendors, or potential partners – who’s your LinkedIn profile geared towards? Or what different phase of your life that may be geared towards?

Obviously, this is not something that’s going to be set in stone. You can change over time. So say, for instance, if you’re trying to find a job, the things I write on my LinkedIn header will be tailored towards new employers or what I do, my skill set that’s going to help me stand out. Or if I’m looking for new customers and trying to network on LinkedIn, my LinkedIn profile needs to be geared towards my customers.

They need to be able to see, when they try to search for stuff, me pop up in there. So I need to think like them – what they want, what they are trying to look for, what they are trying to do. Think about things of that nature and you’ll be able become a little bit more successful with that LinkedIn profile.

Step Two: What Do They Need Help With?

Second, think about what they need help with the most. Your ideal customer or this new employer or the one’s you’re just trying to build strategic alliances with. When people go searching, what are they going to be looking for and why are they going to be looking for that particular thing. Now that you understand that, that’s going to be your keyword.

You take those keywords and you embed those into your LinkedIn header. And that’s number three. Be specific and descriptive. You can be specific and descriptive but you have to make sure that you use those keywords people are looking for. So say for instance, if I am an author, I might say, “New York Times bestselling author, storyteller, corporate speaker, and lover of the outdoors.”

In this particular situation, I was able to add specific keywords that people may be searching for. If they’re searching for a speaker, a New York Times bestselling author, storyteller.

And then the other thing that I added in there was a part of my personality which is number four. Don’t be afraid of adding your personality in there. If you’re looking for a job, trying to find vendors or partners, people want to make sure that they know who you are and they want to connect with you. So I give you an example for sales professionals since you are in sales. You may something like “HR Onboarding genius, restaurant operation efficiency expert, people-lover, traveling addict”

Donald Kelly, The Sales Evangelist, LinkedIn

Now, doing something like this makes you stand out a little bit more. You’re different. Remember you only have 120 characters so you have to make sure you balance that out.

And the great thing about this is that you can change them anytime you want. You can try different things. See what works best. And the good thing is that you can tailor it according to your particular time. If you’re looking for a job or trying to find new clients, it’s important that you tailor it towards your client.

So overall, listen again, its not about you. It’s about your clients. What are they looking for? What are the challenges that they face? Use those as keywords in your headline and make sure it stands out. Be a little bit different. You can add some personality in there so that they can see that you’re a human being as well. You don’t have to be rigid every single time. So that is it. Go ahead and try it. Make sure you apply it. But most importantly, I want you to have success. I want you to go out and Do Big Things!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

TSE Blog 001: LinkedIn Recommendations, Why You Need Them and How to Get Them 

Linked Recommendation, The Sales Evangelist, Social Selling, Donald Kelly Why are they so important?

With the rise of social selling, LinkedIn has become a powerhouse for sales professionals to find potential business opportunities, business owners to find new employees, and professionals to grow their networks. Understanding the amazing potential of LinkedIn, over 330 million individuals have joined this business social network. With such an overwhelming sea of profiles, how do you distinguish yourself so opportunities can come to you?

One “powerful way” to do so, my fellow hustlers, is through LinkedIn recommendations. Here are several reasons why:

  1. They showcase your expertise and validate what you claim to be good at
  2. Offer instant reference and credibility
  3. Elevates you for possible promotion opportunities
  4. Helps you stand out to potentially interested parties

However, understanding this, the next obvious question is: “How do you get more recommendations?” Well, lucky for us, LinkedIn has made this very easy. All you have to do is write more recommendations! When you write a recommendation for someone, the recipient will receive a prompting to return the favor by writing you a recommendation. My experience has proven that most will write you a thoughtful recommendation, especially if yours was thoughtful.

So how should you write a recommendation? Here are the four main components of a powerful recommendation.

  1. Attention Grabbing:

Just like with email or a blog post, it’s important to grab the attention of your readers right away! You want them to read your recommendation and not just pass over it. Well, have an amazing, attention grabbing, one-liner at the start of your recommendation.

Say something like, “Talented is an understatement when talking about Jim’s work.” or “One of the best designers I know.”

  1. Identify who you are and establish your credibility:

Think like the reader. They are reading a recommendation that evaluates them. Since they may not know who is writing the recommendation, it’s important for them to know you are a credible source right from the beginning. They need to know the qualifications you possess in order to write this recommendation.

Mention if you were a colleague, mentor, previous boss, life long friend or vendor. The reader will develop a mindset of understanding who you are as they go through your recommendation.

“I had the honor of working for John while he was managing the North American division of Global IT”

“For 7 years, David’s company served as our IT vendor, while being an account executive for Mountain Ridge manufacturing.”

  1. State a specific reason why you are recommending the person. Support your recommendation with a reason that tells a story:

There is nothing more disappointing than to read a recommendation, which is it expected to offer key information or insights, but leaves you empty because it’s bland and doesn’t have the suitable points of a recommendation. To avoid this, with recommendations you write for your friends and colleagues, make sure to incorporate the following:

  • Offer a brief story that gives meaning to your recommendation; people love stories!
  • Be specific and use metrics or statistics if applicable
  • Offer a glimpse of the personality of the individual you are recommending
  • Keep your recommendation short and concise (under 200 words)

The final part of your recommendation is to encourage the reader to take action on what you are recommending. However, remember, this is not a sales pitch. It is a simple, one-sentence encouragement. Here are a few examples:

“I thoroughly recommend, that if you think Barbara will be able to help you or your business; that you pick-up the phone sooner rather than later. You will not be disappointed!”

“I would recommend her to anyone looking to create a professional website.”

“If you are looking for a quality sales professional for your organization, I encourage you take a look at Richard.”

Now that you have a better understanding of why LinkedIn recommendations are so important and how you can do them, start writing recommendations to increase your social selling. The more you do, the better off you’ll be able to gain new opportunities and start doing BIG THINGS.

 

The Sales Evangelizers, Donald Kelly, Facebook Group

 

 

The Sales Evangelist; Donald Kelly; Donald C Kelly; LinKedIn

TSE 127: The Need for LinkedIn Recommendations & How To Get Them!

Donald on Bench With the rise of social selling, LinkedIn has become a powerhouse online for sales professionals to find potential business opportunities, and grow their network. However, with such an overwhelming sea of profiles, how do you distinguished yourself so that opportunities can come to you as well? During in this episode I share why LinkedIn recommendations are so important and how to get them.

Here are few reasons why you need to have them:

  1. They showcase your expertise and validate what you claim you are good at
  2. Offer instance reference and credibility
  3. Elevates you for possible promotion opportunities
  4. Helps you stand out to potentially interested parties
  5. Here are the four main things you should do to write powerful recommendation.
  6. 1. Attention grabbing:

Just like with emails or blog post, it’s important to grab the attention of you readers right away! You want them to read your recommendation and not just pass over it right? Well, have an amazing attention grabbing one-liner at the start of your recommendation.

Say something like….“Talented is an understatement when talking about Jim’s work.”

or “One of the best designers I ever worked with”

2. Identify who you are and establish your credibility:

Think like the reader, they are reading your recommendations to evaluate the person you are recommending. Since they may not know the individual you are writing the recommendation for, it’s important for them to know you are a credible source right off the top. What qualifies you to write this recommendation? Here are a couple examples:

“I had the honor of working for John while he was managing the North American division of Global IT”

“For 7 years, David served as our account executive, while his company was contracted as our IT vendor”

3. State a specific reasons why you are recommending the person. Support that recommendation with a reason (stats) that tells a story (people love stories)

There is nothing more disappointing than to read a recommendation, which is it expected to offer key information or insights, but leaves you empty because it’s bland without the suitable points of recommendations. To avoid this with the recommendations you write for your friends and colleagues, make sure to incorporate the following:

  • Offer a brief story that gives meaning to your recommendation
  • Be specific and use metrics or statistics if applicable
  • Offer a glimpse of the personality for the individual you are recommending
  • Keep your recommendation short and concise (under 200 words)

Here is example you can refer to

“David is a genius when it comes to photography! I hired David two years ago to take some pictures for our companies new website, but I had no clue what exactly to do to pull off a professional modern feel. He understood our dilemma, sat with us, listened to what we wanted, shared some ideas and came back with more some awesome concepts. We went with some photo concepts he recommended based on our desires and saw amazing success! Our home page is now more eye-catching, our conversion rate has increased 30% and we receive compliments daily from clients and visitors. David’s creativity and his keen ability to exceed his clients expectation separates him as a photography genius in my book. If you are looking to for a high quality creative, professional photographer for your business, I would highly recommend you use David, hands down the best.”

4. Encourage them to take actions on what you recommended them this person for.

The final part of your recommendation is to encourage the reader to take action on what you are recommending. However, remember this is not a sales pitch just an simple one sentence encouragement would do. Here are a few examples:

“I thoroughly recommend that if you think Barbara might be able to help you or your business, that you pick-up the phone sooner rather than later-you will not be disappointed.”

“I would recommend her to anyone looking to have a professional website created.”

“If you are looking for a quality sales professional for your organization, I encourage you take a look at Richard.”

Now that you have a better understanding of why LinkedIn recommendations are so important and how you can do them, start writing recommendations and increase your social selling factor. The more you do, the better off you’ll be able to gain new opportunities and start doing BIG THINGS.

 

TSE 072: Social Selling Practices That Will Drive Results For You Today!

TSE 071 Amar ShethIn this episode I interview Amar Sheth who is a Principal at Sales for Life. Amar has over a decade of digital marketing experience and currently educates sales professionals like you and me how to effectively use social media to generate leads. There are many sales professionals who have a LinkedIn and Twitter account, but they are not using them properly to connect with qualified prospects. Why? Because they don’t know how to start. Amar shares with us the basic principles on how to take advantage of social media TODAY!

Here are some of the major take aways from our conversation:

  • Sellers should go in with value FIRST! Learn to deliver value first and then you will have the right to ask for the sale.
  • Social selling allows us to deliver value more than ever before and more consistent than ever before.
  • Sales is human to human interaction, not a transactions between brands.
  • 57% of the buying process is done online before the buyer even contacts the sales professional (corporate executive board). Buyers today are just like you and are doing research online.
  • If you are not online or doing social selling this will inevitably happen to you:
    • You will be engaged at the late stage of the game.
    • You will have no opportunity to add value because you are not the first to bat.
    • The discussion will generally move onwards price and commoditization very quickly.
  • Best way to engage with buyers today is through content (information).
  • Sellers can share content (information) on LinkedIn and other social media platforms.
  • “The guy that hustles the most, is the guy that catches the loose ball” -Will Smith.
  • Find content that matters to your buyers and repurpose that information. Find the industry leaders, follow them and share the content that they share.
  • Be consistent with the information you are sharing online.
  • Best practices for Twitter:
    • Follow your top 10 best prospects.
    • Follow individuals in the organization.
  • Use creative techniques to get access to buyers
  • Center your LinkedIn profile to your buyers. Check out Amar’s LinkedIn page below:

Screen Shot 2014-09-17 at 6.47.12 AM

Check out Pulse on LinkedIn

LinkedIN Pulse

Stay in touch with Amar:

Amar’s LinkedIn 

Amar’s Twitter

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Book Recommended by Amar: 


MUSIC PROVIDED BY FREESFX

TSE 026: What Is This Social Selling Thing???

social-selling-Have you heard of social selling and wondered what in the world it is? Well, you are not the only one. It is a HOT new buzz term that is being thrown around to describe the power of utilizing social media and the web to sell. I LOVE IT! But with the excitement it is very important for us to understand that the basic principles of selling does not change.

In this episode I take the topic head on and share my opinion and thoughts about social selling. I have seen it as a powerful way to build an audience and to eventually sell your product or service. However, one of the mistakes I see individuals make is thinking that if they give a great sales pitch online and send out tweets about their company, that people will come and want to buy their stuff. This is a false concept! It does not work!

The key is to always remember the fundamentals of selling. It is an exchange of value for something else of value. You must offer individuals valuable information and seek to build trust. People will buy from those who they like and trust. Listen to the episode and hear some of the tips and advice I recommend. If you want more than that, feel free to register for this webinar below that my buddy Omar from the 100MBA and I are hosting related to selling online. Come check it out. I know you will enjoy it.

 

MUSIC PROVIDED BY FREESFX

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