You've probably heard that content is king (I say queen). Content is the way to start wooing your prospects in advance of sales opportunities. Every conversation related to social selling includes a focus on using content to boost your credibility as a thought leader in your field. I don’t disagree with that premise. Buyers are doing early stage research, and the use of content … [Read more...] about Should Salespeople Create Their Own Content?
With spend on social media channels expected to increase to a 20.9 percent share of marketing budgets in the next five years, according to a recent CMO Survey, the big question is if that spend investment is translating into an increase in overall business performance? The answer appears to be not so much. In a C-Suite Study conducted by IBM, they reported that almost half of … [Read more...] about The Disconnect Between Social Media Spend and Business Impact
Incorporating video into our social selling content mix makes sense on many levels, although I’m the first to admit that I didn’t do much with video until last year. Prior to that I was involved in several Google hangouts that were recorded, which I shared with my network, but I really didn’t get more serious about creating video content that I could use in a more intentional … [Read more...] about 3 Reasons to Use Video in Selling
When it comes to social media, probably 4 in 5 people you meet these days are experts. A quick Internet search reveals there are 310 million "social media" experts with 166 million grabbing the "social selling" expert moniker. That's a lot of experts. The problem, as I see it, is that "social media" is so big, so broad and so misunderstood that it is tough to pinpoint what … [Read more...] about Expert: Leader, Follower or Copycat?
After 29 years as a sales professional, I believe that there are some things that just do not change if you expect to be successful selling. You need to follow a repeatable sales process consistently. You need excellent consultative selling and communication skills. You need to care more about your buyers needs than your own. When it comes to developing new business, … [Read more...] about Don't School Me!