Category Archives: Social Media
Social media is ubiquitous. Look at all the bowed heads and tapping fingers as people commune with their smartphones. It doesn’t matter if they’re walking down the street, in a business meeting, or sharing a meal with others, phones are always on and socially connecting. The Twitterverse has become part of the regular news cycle as politicians, and yes, the President, make it their go-to public communication channel.
But what does this mean for sales professionals in the business world? In my guest post on InsideSales.com, When and Why Sales Professionals Should Text Clients, I suggest that there is a time and place for texting within sales relationships, just as there are times when it is appropriate to communicate with clients by sending an email, making a phone call, or scheduling an in-person meeting.
In this post, I will address the broader topic of social media — not just whether to use it for business purposes, but how one’s personal postings can make a strong impression, good and bad, on their professional persona.
True or False: Social media is all about being authentic, expressing your personal views, and sharing imagery that exposes others to what is happening in your world. Salespeople should be able to freely post and tweet what they want.
Of course, salespeople can post what they want, where they want. That’s a right of free speech. The challenge, however, is understanding that social media opens up » Continue Reading.
Social Selling? Make Sure to Ask for Referrals
Using LinkedIn is a great opportunity to network and potentially receive referrals for new prospects or expanding relationships within existing accounts, but not before you get involved. Referrals are about “give to get” and this video blog post, Jim Brodo, Senior Vice President, Marketing, shares some quick steps to take before asking a LinkedIn contact for a referral, including giving recommendations for skills and competencies. Need some more tips? Contact us directly at firstname.lastname@example.org
Social Selling: How is Twitter Effecting the Selling Process?
Using social media in the sales process to drive leads, build relationships, and accelerate revenue is a hot topic, but it requires an expert balance of art and science. Deciding which social selling tools you use will depend on what stage in the sales process you are in, what tools you have available, and of course which tools you are most comfortable with.
Social Selling: A Few LinkedIn Best Practices
Over the last few years, LinkedIn has rapidly evolved beyond a professional social networking site. Today, the LinkedIn network is becoming the hub of social selling. It allows members to leverage relationships with clients, participate in customized groups, and collaborate with your marketing team. Join us as Jim Brodo, Senior Vice President, Marketing, offers his executive tips for getting the most out of your LinkedIn membership and how to your social selling efforts.
Social Media in Sales: What’s Being Used and With What Success?
Social media sites have become a pervasive part of our society, in both our personal and professional lives. It’s nearly impossible to remain truly disconnected and off the grid.
According to Facebook, there were more than a billion active users of the social networking platform in December 2012. (For context, if recent estimates are close, there are now over seven billion people on the planet.) Granted, those Facebook accounts are both individual and organizational, but the keyword in the stat isn’t the number as much as the word “active.”
Then there’s LinkedIn, Twitter, YouTube, Google+, Pinterest, and a host of other sites and platforms to draw your attention. Some people try to compartmentalize their social networking by using LinkedIn for business and Facebook for personal, but those lines are increasingly blurred. (Are your LinkedIn connections only colleagues, or are you also connected to people such as friends, relatives, neighbors, and college classmates with whom you’ve never actually worked?)
LinkedIn’s foundation is an online resumé for users, but its power is in facilitating dialogue with your network as well as in groups where you can follow trends, research companies, make thoughtful comments, and build your reputation. However, too many people neglect to engage and miss the opportunity.
We were curious as to the impact of social media among sales reps. To find out, we conducted a survey to learn » Continue Reading.
Few people need to be convinced of the prevalence of social media and the opportunity it presents to connect with and open a dialogue with friends — or in the case of businesses, buyers and influencers. What is less certain, however, is how some industries — especially those that are strictly regulated — can go about adopting and deploying a social media strategy.
“Social media marketing has reached a stage of maturity that places it firmly in the mainstream of marketing channel activity, with fully 96% of marketers engaging with social media in some fashion,” according to a new BtoB study, Social Marketing Reaches Critical Mass.
Retail and consumer brand companies have it pretty easy. Followers generally want to look for deals, see the latest arrivals, and read or provide reviews of the merchandise.
But companies in sectors such as healthcare, pharmaceuticals, banking, and financial services face greater challenges in building a social media following and serving up content to keep them engaged. These businesses face the additional hurdles of complying with rules and regulations regarding privacy, SEC rules and regulations, and protecting customer information, not to mention clients’ reluctance to divulge medical and financial information.
To help provide direction on how to approach social media, Rajib Chanda and Todd Menszak from the law firm Ropes & Gray wrote “Ten Things to Know About Social Media in the Financial Services Industry in 2013” (Social Media Law Reporter, January 2, » Continue Reading.
Richardson recently conducted an extensive survey of over 500 sales reps to learn more about their social media selling practices and their perceived effectiveness. The results so far, which we are still in the process of analyzing and which we’ll release in early March, have been shocking. In spite of all the hype over social media and social media selling, organizations and sales reps are really struggling to deliver value from social media selling activities.
Allow us to share some quick wins to help you or your sales reps get on track to executing the basics well. Even if you’re a technology laggard and a latecomer to the social media selling game, below are 12 easy, but very high-impact social media activities to support new business development and strategic account management activities.