Category Archives: Twitter
Senior B2B Execs Use Social Selling Tools When Buying and Influencing — Are Your Sales Reps Part of the Conversation?
Don’t be fooled by age or seniority. Old dogs, who happen to be seasoned, executive-level buyers and influencers, have not only adopted social media but are using it professionally as well as personally.
A white paper from IDC (“Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience” by Kathleen Schaub, IDC, April 2014) provides some eye-opening statistics for skeptics regarding just how much senior executives are using social media in B2B buying and influencing. According to the paper:
Optimizing Your Time for Less Painful Prospecting Activities
Prospecting is one of those activities that you either love or hate. For most people in sales, it’s unavoidable. Those who hate it generally suffer from “prospecting procrastination,” which is when a person will seek out any kind of busy work in an effort to put off and avoid the dreaded task.
Perhaps it is loathed because it rarely (if ever) yields immediate gratification. Others can’t handle the hang-ups and rejection. Whatever the reason, sales reps must realize the importance of prospecting to building and sustaining a pipeline that will pay off down the road — depending on your sales cycle length.
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.
Leveraging Trigger Events to Take the Pain out of Prospecting
In a recent post, I talked about ways to find ideal prospects. Once you’ve identified the profile of your likely buyers, you could start cold calling them to gauge interest and get them on your mailing lists, but that takes time and promises little yield. A more effective approach is to know situations or circumstances that precipitate buying among your current clients and then target ideal prospects in similar straits.