Score More Sales

MARCH 5, 2013

His company is making tools to help power LinkedIn to new heights, and I’m sure they are working on other exciting tools as well. LR: What tools have you created at SalesLoft and why do you work with the LinkedIn platform? One is our automatic prospecting tool and the other is Job change alerts.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

Score More Sales

FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Gamify the training.

Training 300

Training Sales Management Hiring Social Selling 300

Sales 2.0

MARCH 30, 2014

and social selling tools improve (and they have), we are still only as good as how we use these tools. tools company” rep. Subject: @Your Company: Tips for Training Your People. Hi Bruce, Loved the recent tweet from [Your Company] on how to train your people. As much as Sales 2.0 My comments below.

Tools 323

Tools Face-to-face Social Selling Banking 323

Score More Sales

OCTOBER 11, 2013

There is no doubt that with many new tools to help sellers and sales leaders grow revenues, much can be misrepresented or misinterpreted. I’m amazed at all of the companies contacting us who want to learn about social selling and all of the confusion in the marketplace. What do you think? Increase Opportunities.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

Zoominfo

FEBRUARY 19, 2018

But, what do you really know about social selling? The truth is, most sales reps haven’t received any formal training in this area. Today, we provide you with a little more insight into the world of social selling. 48 Social Selling Statistics to Help You Close More Deals. alone ( source ).

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

No More Cold Calling

AUGUST 23, 2018

A Complete Guide to Putting the “Social” Back in Social Selling. Social selling has finally (and dangerously) reached buzzword status. Misperceptions, because salespeople have forgotten the social part of social selling. It’s not, because that’s not what social media is for. Not at all.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

SBI Growth

MAY 4, 2013

Every year, Sales Reps are forced into mandatory training. The question Reps want answered: how does this training help me make more money? Assess the value of your training and do one of these three things: If the training is bad, then tell your manager exactly why. 4 Attributes of a Quality Training Program.

Training 303

Training Buyer Persona Decision Maker Influencer 303

SBI Growth

AUGUST 10, 2013

She fought her way through the past 6 years with Solution and Spin selling. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. A 4 day training at corporate. The Old Model.

Training 293

Training Top of Funnel Hiring Hotels 293

Hubspot Sales

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. What is social selling? An important distinction to make here is that social selling is not social media marketing.

Social Selling 137

Social Selling Training Social Media How To 137

Score More Sales

OCTOBER 15, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Crawl before you walk.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

SBI Growth

JUNE 8, 2013

If you formalize them into your sales process, training and measurement, revenue will grow. The two elements to formalize into your sales process, training and measurement are: Referral Sales. Social Selling. Customer referrals have been the most powerful sales tool since the dawn of commerce.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Hubspot Sales

MAY 4, 2020

With so many teams now focusing on inside sales, using strategies such as social selling to connect and win over customers are more important than ever. When we consider all of the social media platforms available to support sales efforts, LinkedIn remains the top social platform to help salespeople connect with prospects.

Social Selling 144

Social Selling LinkedIn Lead Rank Lead Scoring 144

Janek Performance Group

NOVEMBER 8, 2021

Is your LinkedIn social selling strategy based on FOMO (the fear of missing out)? Especially if we are talking about social selling on LinkedIn. We all agree exposure on LinkedIn is important, but there can be a negative impact without a clear social selling strategy. Do you have time to hop on a quick call?”

Social Selling 117

Social Selling LinkedIn Guidelines Ideal Customer Profile 117

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Download 8 Strategic Imperatives of Buyer-Centric Selling. Three steps to fast track buyer-centered selling: 1. These three buyer-centered tools work in concert together.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

Sales 2.0

NOVEMBER 12, 2012

and Social Selling. Jorge: It’s interesting because I never considered it Social Selling when I started to use social media tools to sell. There is a cool tool called SocialPandas that I use to help with lead gen via Twitter. tools and techniques in this role? How did this come about?

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Hubspot Sales

OCTOBER 29, 2019

With nearly half the world’s population now active on social media, social selling is more relevant than ever. To support forays into social selling, we've put together this massive guide, covering everything from social selling's definition to its measurement. What Is Social Selling?

Social Selling 130

Social Selling Ideal Customer Profile Social Media Twitter 130

SBI Growth

JULY 22, 2013

Social Selling Emphasis : Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Training your sales team how to social sell will immediately improve your sales pipeline. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

AUGUST 3, 2013

She was developing Buyer Process Maps and Social Selling tools for the sales field. BPM’s are a sales tool that map the decision-making process used to purchase something. Social Selling Guidance. Marketing’s Role in Social Selling: Training and quick reference guidance on social selling best practices.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

SBI Growth

MARCH 19, 2013

The sales team deserved a training program as aggressive as this year’s budget. In a recent post , I urged Sales Ops leaders to take responsibility for training and development. It included activities the client’s Training and Development team had deemed necessary. Salesforce.com is not a compliance tool. Key Activities.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

SBI Growth

MARCH 22, 2013

This tool is perfect for HR Business Partners who serve the Sales function. Taking the “easy” route, they decided to do Sales Process and Rep training first. Unfortunately, the implementation failed because the SMs were not trained on change management. Current front-line SMs needs wide training to do their job effectively.

How To 312

How To Sales Leadership Exercises Proposal 312

Anthony Cole Training

DECEMBER 18, 2019

In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.

Tools 186

Tools Hiring Sales Course 186

No More Cold Calling

MAY 5, 2016

Because we began a conversation on social media. That’s the power of social selling. I’ll also be meeting with four social selling influencers , all of whom reached out to me and requested personal meetings. I’m meeting with people in London I’ve “known” on social media for several years.

Social Selling 120

Social Selling Meeting Social Media Referrals 120

SBI Growth

JULY 3, 2013

Join the shield wall with sales by providing them high impact marketing tools. The lowest hanging fruit today is Social Prospecting Tools. Social media is now the top producer of referrals. World class sales organizations find a direct correlation between social selling and top box quota attainment.

Guidelines 300

Guidelines Referrals Construction Survey 300

Score More Sales

MARCH 18, 2014

It’s funny to hear people debating about how and when social selling will be further adopted. As long as I can remember, selling has ALWAYS been social. The big change now is the tools and technology. We will be diving into: The state of social selling. The basics that are often overlooked.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

SBI Growth

OCTOBER 29, 2013

To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. What You Get — A sales tool that maps the decision making process of your product or service. What This Means to You — Your sales team can get in early and sell the way customers buy. You have to play the game.

Territories 308

Territories Compensation Buyer Google 308

Score More Sales

JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. HELPFUL: Download InsideView’s Twitter for Social Selling Guide here. courtesy of InsideView.

InsideView 249

InsideView Research Prospecting Eloqua 249

SBI Growth

NOVEMBER 6, 2013

Role of Marketing: Training and quick reference guidance on social selling best practices. BPM’s are a sales tool that maps the decision-making process used to purchase a product or service. These three buyer-centered tools work in concert together. Social Selling provides expanded access to decision makers.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

SBI Growth

OCTOBER 11, 2013

He trained his sales leadership team at each company to expect change. Purple — Social selling. Jim will use most of his investment budget to drive social selling. Technology, training, process and tools. Why Jim is Good— He has figured out how to make the complex simple. Some would say too few.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

Adaptive Business Services

MARCH 3, 2021

Social selling leverages social tools, tactics, and strategies to complement, not replace , traditional selling methodologies. Nimble CRM is likely the most social CRM that there is! First let’s talk about where social selling excels …. Where does Nimble CRM fit in with social selling? .

Social Selling 105

Social Selling CRM B2B Ideal Customer Profile 105

SBI Growth

DECEMBER 20, 2013

Download the tool to learn how to implement each and enable your sales team. Are your systems and training mobile enabled? CRM: Did you spend a lot of money on what amounts to a forecasting tool? Social Selling: Is your profile top tier? Start now by downloading the Top 10 Innovation Improvement Resource Tool.

Hiring 314

Hiring Marketing Scale Buyer Persona 314

SBI Growth

JANUARY 27, 2013

It includes a tool: a profile of the Sales leader (Hanna’s advantage!) More Sales complaints we’ve witnessed: Can’t engage a world-class external training program. They get busy with the tactics of recruiting, onboarding, training, evaluation, etc. Is Social Selling a necessary skill? HR is not a strategic partner.

Hiring 308

Hiring Compensation Commence Sales Talent 308

SBI Growth

SEPTEMBER 23, 2013

Your reps utilizing social and mobile tools consistently was not in your ’13 plan. You sell to a more informed buyer. Sales training. Shouldn''t the front line sales managers be leading the training and it be buyer centric? Steve is going to use social selling to solve this). Steve’s plan was flawed.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

SEPTEMBER 19, 2013

You will have access to guides, templates and tools to help your sales efforts. Launch – train the team. An example of this would be adding real time quizzes to sales training. Use For – sales training events, field adoption checkpoints. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here.

Lead Rank 321

Lead Rank Lead Scoring Hiring Airlines 321

Adaptive Business Services

APRIL 21, 2021

Social selling for introverts? While I am actually an ambivert, my preferred style is that of an introvert who is most often task vs. socially oriented. Still, I embrace the tenets of social selling. The good news is that introverts can excel at social selling. Where introverts excel.

Social Selling 90

Social Selling Hiring Groups Energy 90

SBI Growth

AUGUST 16, 2013

Buyers have been trained to expect speed, availability, and a self-directed buying experience. Download this tool to keep pace with your customers by utilizing the agile sales approach. Key Benefits of the Tool: Keep pace with customer expectations. Social selling is the norm. Amazon, Netflix, EBay.

Customer 328

Customer B2C Decision Maker Inside Sales 328

Score More Sales

NOVEMBER 20, 2013

There has been a lot of talk about the value of social business lately from a lot of sources. One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. IBM has done research on social selling for several years.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228